19 min
Top 5 Reasons Deals Don’t Close #4: No Pain No Sale Emerge on Purpose
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- Ledarskap
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
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
19 min