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Find The Pain Get The Sale Marketing Articles | September 20, 2013 They say people buy based on emotion; to alleviate or avoid some sort of pain - the challenge for salespeople is to find that pain.
They say people buy based on emotion; to alleviate or avoid some sort of pain. The challenge for salespeople is to find that pain. Sometimes it is very clear and other times it is hidden.
?Unfortunately, many salespeople don?t understand this. They believe that EVERYONE needs or wants what they have to sell. It?s merely up to them to get the word out. They lead with their product or service ? its features and benefits. They spend the sales call talking instead of asking and listening. These salespeople believe that they have to share every piece of information about their productservice to make sure that they SELL the prospect. Then they?re surprised when the prospect goes in a different direction.
?Think about this for a moment. Haven?t you experienced this from a salesperson at some point? Whether as a consumer Wholesale Jose Barea Jersey , or in your business, you?ve most likely been confronted by a salesperson who came to the table unloading all of the aspects of their company, product, and service. You probably couldn?t even got a word in. They just kept talking Wholesale Jason Kidd Jersey , showing you pictures, telling you their tale. You might have been subject to a powerpoint presentation or demonstration.
?Do you remember how that felt? Not great! And do you know why? Because you were given an opportunity to be heard. The salesperson showed no interest in finding out about your needs, your pain. He or she was so wrapped up in their own story that they never thought to ask you yours. It doesn?t work this way. It can?t be all about the productservice and not about the prospect.
?The sales process is a search for pain. You are searching for those prospects who have a problem your productservice can solve. First, you identify suspects ? peoplecompanies you think might need or want what you have to offer. This is target marketing. You?ve determined what the value of your product or service is. Then you decided who your target markets are.
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