Sales tip no. 24 - No pain? Sell the gain!

Interesting situation with a sales team I am coaching at the moment.  They have been taught to find the technical, business and personal pain - exactly the right thing to do.  Recently on a particular campaign they were finding the people they were approaching had "no pain".

When we dug down into what their solution actually did we found they delivered benefits that could be "of gain" - not just "address a pain".  So when their prospects were saying everything is great we don't have any problems our client was able to put forward arguments to make them "even more productive", "even more efficient", "free up even more staff".

Sounds obvious but with careful positioning and good questioning skills "the pain" became not taking advantage of "the gain".


Posted in Weekly Sales Tips. Tagged as addressing the pain, business gain, business pain, compete selling, no pain, relationship selling, solution selling.

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