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Top 5 Reasons Deals Don’t Close #4: No Pain No Sale
Manage episode 357976118 series 2924659
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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
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