Salespeople who only focus on the problem the organization is having can miss the factor that is most likely to motivate the prospect to take action or to authorize purchase of your product or service. Prospects are motivated by personal pain more than merely a problem that needs to be solved. Personal pain can be defined as how the prospect feels about the problem at hand. The first step is to understand the problem of course. the second step is to uncover how the problem affects the person you are talking to. but the most important step is to get the prospect to share with you how he or she feels about how the consequences of the problem affect their life. A company may be less efficient because of an outdated CRM. However consider two separate situations one in which the VP of Operations is focused on upgrading the manufacturing equipment and another in which the President has just informed him that the slow CRM is costing thousands of dollars in lost sales and told him his job is on the line if he doesn’t get it fixed. In which case does the CRM salesperson have a better chance of making sale? Yet most salespeople fail to uncover the real motivation and focus on show how good the CRM system will perform. The winner will be the one who gets to the real issue – the VP’s job security.
Look For Personal Pain
October 18, 2016 by
