Event Listings for October 1st, 2019
Pain Step (Woburn)
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10/01/2019 11:30 am
10/01/2019 1:00 pm
Pain Step (Woburn)
Do you know how to uncover your prospect's real pain?
Watch a short intro video: https://vimeo.com/319932606/43455c333c
In this lesson, you will learn how to measure the quality of an opportunity (and ultimately decide whether or not to pursue it) based on not only the prospect’s need for your product or service, but how they feel about the need. If they are experiencing emotions such as frustration, uncertainty, doubt, worry, anxiety, concern and/or anger, FUDWACA, they have “pain.”
People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain. Although prospects buy emotionally, their decisions are intellectual. The strongest emotion your prospect experiences is pain. Your goal as a salesperson is to get your prospect emotionally involved. He/she will experience pain and reveal the cause of the pain, so you may provide the solution.
Learn how to allow your product or service to gently unfold, as the prospect provides the fit. There is a world of difference between feature and benefit selling and developing pain.
Sandler Training,
400 West Cummings Park,
Suite 4900,
Woburn, MA 01801
cs1@gnatraining.com
MM/DD/YYYY
11:30 am - 1:00 pm
400 West Cummings Park,
Suite 4900,
Woburn, MA 01801
Do you know how to uncover your prospect's real pain?
Watch a short intro video: https://vimeo.com/319932606/43455c333c
In this lesson, you will learn how to measure the quality of an opportunity (and ultimately decide whether or not to pursue it) based on not only the prospect’s need for your product or service, but how they feel about the need. If they are experiencing emotions such as frustration, uncertainty, doubt, worry, anxiety, concern and/or anger, FUDWACA, they have “pain.”
People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain. Although prospects buy emotionally, their decisions are intellectual. The strongest emotion your prospect experiences is pain. Your goal as a salesperson is to get your prospect emotionally involved. He/she will experience pain and reveal the cause of the pain, so you may provide the solution.
Learn how to allow your product or service to gently unfold, as the prospect provides the fit. There is a world of difference between feature and benefit selling and developing pain.