Sales Tip 329
Transfer their pain into power!
In order to move a suspect into a prospect status, you have to surface not only the problems that they are currently facing but the pain that it’s creating. For example: When they share with you that customer service, quality or delivery is an issue, your follow-up question could be — “How is it affecting you financially?”
That’s when they will start telling you the pain. The pain is the power you need to become a solution provider. That’s how you transfer their pain into power.
Author/Motivational Speaker/Professional Sales Trainer