No Pain, No Sale

In a sales slump?  I have been in some in my career that made me question EVERYTHING.  "Should I quit sales?", "I wonder how much money a ChickFilA manager makes in the first year?", and "As a professional truck driver, what happens if you space out and miss a weigh station?" 

  I have a reminder for you that is true no matter what your product is.  So, before you give up on your career in sales and move to Helen, Georgia to pick up the trade of glass-blowing or wood carving civil war chess sets and Star Wars memorabilia, you might want to check out how you are doing on this simple fact-finding mission in your sales presentation.

    The truth is that there is no sale with no pain.  Someone enters a restaurant to buy food typically because they are hungry.  Someone enters a car dealership typically because they need transportation, or theirs is aging or failing.  Someone buys medication typically because they have an ailment.  And people take out a second mortgage and rob their kid's college fund to go to DisneyWorld typically in search of a magical recreational experience.  No matter the sale, the truth is - "No Pain, No Sale."   So, as a professional salesperson, your job is to discover that pain early on in the presentation, and it will guide YOU through where to take your customer on the journey.  Discover the "Why" as to what prompted the client to meet with you, and you will know better how to close them, or how to demonstrate the advantages of your product, location, service, and other benefits.  Failure to discover the pain will lead you to close on unimportant facts.

     So, whether you are a slumping doubter, or an inspired re-fresher, I challenge you to focus on where in your presentation you discover the pain, and how you use what you've discovered.  Imagine how it will feel when your next client says "Thanks, I need to think about it," and you're able to calmly respond, "I understand, and I also understand how you know you are losing needless hundreds of dollars on utility bills in your thirty year old house.  I bet you'll be excited to be able to be in a place like this, AND saving hundreds on utilities.  How much longer do you think you'll put up with it?"  Give it a try - you may amaze yourself!

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