One of the key steps to take during prospecting is to find out if the prospect is having any pain. This is critical for a couple of reasons,. First, getting pain into the conversation is one of the best ways to grab the prospect’s attention and create engaging conversations.
Another reason this is important is that if the prospect does not have pain, they might not be able to justify spending money on your products or services. You might be able to be persuasive and get meetings going and the prospect may be really excited and interested in what you have to offer. But if there is no pain, when it comes time to pull the trigger on the transaction and make the commitment to spend money, the deal can get stalled out.
To help with all of this, try to get pain plugged into the conversations you have while sales prospecting. But the important thing here is to not get any pain into the conversation. You want to get pain that you and your products will help to resolve.
For example, if you are an eye doctor, you do not want to spend your valuable and expensive time talking to someone that has knee pain. You want to have the conversation centered around any problems the patient has in the areas of their eyes. And if they do not have any and only have knee pain, you want to wrap up the conversation and refer them to someone else.
In order to get pain that you resolve into the conversation, build a list of the common challenges and issues that you help to fix. Share that list when you talk with prospects to give them an idea of how you help and present an opportunity for them to agree and admit to having any of the challenges on the list.
SalesScripter will help you to figure out exactly what you should be talking about based on your products and how they help.