Modern-day psychology—as well as our own life experiences—teaches us that pain always compels us to take action more than pleasure does. That means your prospects will be more motivated to buy from you if they’re trying to solve a deep frustration. The key is to learn what that frustration actually is—before you ever share your solutions.
Knowing how to discover that frustration is the difference between failing to close a $10,000 sale and closing that same prospect at $20,000. It’s everything.
In this video, I’m going to show you how to discover your prospect’s deepest frustration in sales. Check it out!
So, that’s how to discover your prospect’s deepest frustration in sales. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section. I’ll get to as many comments as I possibly can.
my #1 frustration is when a possible client will not answer the phone and wants to handle everything via email only. How do you connect with someone like that?
Simply Awesome question, Phil !
I also faced this challenge few years back, and i was worried about the same.
If client is responding via email then it’s actually good thing. Because, you have enough time to think and react on it. You need to ask questions about his business model, associated business flow, logic behind it. Definitely, either he will ask you call or he will share his difficulties/problems with you; but make sure that your email should be personalized. Don’t use/write cookie cutter emails like other people do. “Precise & Accurate Information & Questions related to business”.
Great video, Marc. I love the approach of focusing on the pain points. How do you feel about inbound marketing vs outbound prospecting? I’d love to see you do a video around this topic.
Great Tips!
Repeat question as above