Feel My Pain

People are 10 times more likely to take an action to eliminate a pain. If we know that to be true then why are we not as sales people helping our clients identify their pains in our first meeting(s)? If we don't know their top 5 pains then how can you provide the correct solution to their pain? The answer is; we can't.

Well here is a clue to getting your clients pains identified. This clue may seem so simple but the reality is that it will take practice to be properly executed. You need to ask powerful questions. When you're meeting with a prospect you need to ask questions that are designed to dig and probe exposing the prospects pain. As you keep probing you will find something that when they answer their body language actually changes. They may begin to tense up, sit up, lean forward and/or start complaining about some one or some thing. When you hit this pain point like the dentist who probes your sensitive toothache you need to keep asking questions about that pain to dig deeper so much so that not only do you learn all you can to find a solution but also so the prospect now feels the pain.

When you leave your prospect at the end of your meeting feeling the pain, their sense of urgency is increased like the throbbing tooth ache that needs to be extracted. When you meet with them again to present your proposal you will help them relive their pain points and show how you are the solution to the pains. If done properly, your prospect can not afford to delay taking action on your proposal and solutions.

So how can this apply to telesales? First, STOP calling it telesales or cold calling.

Secondly, start your call with an attitude change that says I'm looking to solve one new prospects problem per week.

Third, I will provide value in my call by asking powerful questions related to their industry.

As an example your call might go like this; "Mr. Prospect, how is this new Federal legislation imposing a 4% fuel tax on fleet vehicles going to impact your business?"

This powerful question creates a dialog and creates respect because you did not try to sell, but rather, you asked a question about their industry that is very insightful. In addition, if they are not aware of this new legislation then you just presented something of value.

Challenge yourself every day to find some new piece of information about your prospects industry that they would perceive of value.

Also challenge yourself to ask powerful questions that identify pain points. Prepare your probing questions in advance and practice until perfected.

I said in the beginning that the clue is simple. As you can see the execution is not. It will take practice both on your own with recording devices and as well in real life on the phone and face to face with prospects. What have you got to lose by not trying, just new business. How important is new business to your business?

Article Source: http://www.content.onlypunjab.com

Ray MacNeil writes in his Blog daily for New Entrepreneurs and those people considering the move into Self-Employment. His blog can be found at: franchisefun.blogspot.com

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