Top 5 Reasons Deals Don’t Close #4: No Pain No Sale

If you don't uncover the emotional reason to buy, it is unlikely you will get the sale.

Sales reps must ask themselves: "in my discovery process, have I gotten beyond superficial pains to gain a clear understanding of the business impact and/or the individual’s personal impact?*

How does this show up within our opportunities?

• Smaller deals or deals focused entirely on price (this for that)
• Limited scope deals
• Lost deals; notably to doing nothing

What can I do to prevent this from happening?

• Build urgency by understanding the difference between ‘symptom’ (what) & pain (why).
• Design a solution grounded on solving a customer problem / business outcome.

Time Stamps:

* 1:30 - Pain Iceberg, Why aren’t we getting to impact?
* 5:30 - Rushing to the present
* 7:40 - Self Reflecting on Your Pain Step
* 12:30 - UFC before Pain + Open Ended Questions
* 17:40 - Using CIGAR: Amateur Reps and Helping them Climb