Partner Article

Sales Nugget – Pain

This week’s sales tip about ’Pain’ is something that is personal to me at the moment. The pain is in my back and the truth is I will do just about anything to ease the pain. This is very much the same in a sales situation if you can resolve a customer’s pain your chances of getting a sale increases.

A recent survey backed this up with these interesting facts

“70% of people make purchasing decisions to resolve problems. 30% make decisions to gain something“ - source ’Impact Communications’

With this knowledge salespeople should be trying to solve problems however many salespeople prefer to talk about how great their product or service is. It takes great salespeople time and hard work to determine the nature of any pain. In many cases great salespeople work with their customer to agree a plan to resolve the pain.

So the tip this week is that you have to find out your client’s pain. If you can find out their pain you have a chance of finding the compelling reason to buy and to buy off you.

A great way to find the compelling reason and unearth the pain is to use a powerful set of structured questions. That is not to say you use the set of questions as a script however you should have some great questions in your sales tool bag.

Ask this simple question first – “What is your biggest challenge?“

When you client has finished answering ask another question but this time say – “How do you mean?“

Then follow it up with another question – “Can you give me a specific example?“

Now you will be getting some great answers and it is time to find out even more by asking – “Why do you think that happens?“

The information you get will be the clients challenge and their pain – this will be their compelling reason to buy. Now you can address their challenge and remove their pain!

If you think this week’s sales nugget is of value to you can you do something for me please?

Can you please answer this question and email it to me? Please email it by clicking this email link michael@arrowsales.co.uk

“What is your biggest challenge in winning new customers and sales?“

I will look at the questions I get and answer one of them in this column next week.

One other favour please if this tip is of value to you can please click here and just say yes in subject line of the email.

Thank you for reading this and I wish you successful selling for the week ahead

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This was posted in Bdaily's Members' News section by Michael McMeekin .