Find,The,Pain,Get,Sale,They,sa marketing Find The Pain Get The Sale
Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie
They say people buy based on emotion; toalleviate or avoid some sort of pain. The challenge for salespeople is to findthat pain. Sometimes it is very clear and other times it is hidden. Unfortunately, many salespeople dont understandthis. They believe that EVERYONE needs or wants what they have to sell. Itsmerely up to them to get the word out. They lead with their product or service its features and benefits. They spend the sales call talking instead ofasking and listening. These salespeople believe that they have to share everypiece of information about their product/service to make sure that they SELLthe prospect. Then theyre surprised when the prospect goes in a differentdirection. Think about this for a moment. Havent youexperienced this from a salesperson at some point? Whether as a consumer, or inyour business, youve most likely been confronted by a salesperson who came tothe table unloading all of the aspects of their company, product, and service.You probably couldnt even got a word in. They just kept talking, showing youpictures, telling you their tale. You might have been subject to a powerpointpresentation or demonstration. Do you remember how that felt? Not great!And do you know why? Because you were given an opportunity to be heard. Thesalesperson showed no interest in finding out about your needs, your pain. Heor she was so wrapped up in their own story that they never thought to ask youyours. It doesnt work this way. It cant be all about the product/service andnot about the prospect. The sales process is a search for pain. Youare searching for those prospects who have a problem your product/service cansolve. First, you identify suspects people/companies you think might need orwant what you have to offer. This is target marketing. Youve determined whatthe value of your product or service is. Then you decided who your targetmarkets are. Your next step is to learn as much as youcan about them. When you get a chance to meet with them ask questions. Thisis the point where you are trying to uncover their true pain. The key tosuccess at this point is listening. Its important to really hear what theperson is telling you. Listen openly with no agenda. That way youll hear what theyare saying not what you want them to say. Dont listen in terms of how youcan help just listen. One way to ensure youll listen more than talk is this dont take any sales literature with you to the meeting! Go with a pad andpen. Learn. Once youve successfully found the realpain, determine whether your product/service can alleviate it. And be honestabout it! Remember these critical points You dont want to do business with everyoneYou may or may not have a solution to that particular problemYou can still be of value by pointing them in a direction where they can get their problem solved. Now that youve narrowed it down to thoseprospects who have a problem you can solve, explain to them how yourproduct/service can help them alleviate their pain. Matching your product orservice to the pain being experienced by the prospect is how you end up makingthe sale. If you encounter someone you dont want todo business with you can easily dislodge yourself by letting them know youcant help them solve their problem. And when you identify prospects who havepains you cant resolve, refer them to someone who can. Theyll love you forit. Theyll trust you. And even if they cant do business with you, theyllrefer you because you were honest with them. Theyll send you people whose painyou can solve.
Find,The,Pain,Get,Sale,They,sa