It’s the emotion from the buyer’s side that moves the sales process forward. Where there is pain, there is a possibility of working together. Where there isn’t, there’s not. It’s really that simple.
Most salespeople don’t uncover the impact of those problems on prospects’ companies or families, don’t identify the impact on prospects personally, and don’t establish prospects’ level of commitment to fixing the problem. As a result, they never find out the prospects’ true feelings-and feelings are where selling takes place.
💡No professional growth comes without change, and no change comes without discomfort.
Everyone is selling something. Everyone can do a better job of it if it is understood how to uncover and leverage pain.