Monday, August 9, 2010

Three Pain Identification Tips

Sell faster by identifying and eliminating pain.
  1. Focus on big pain, not petty annoyances. Customers won't change suppliers because they're irritated by occasional small problems.

  2. Be sure the person who has the authority to purchase recognizes the pain and will spend money to eliminate it.

  3. Know why it is urgent to solve the problem. If it's not urgent, then why should the customer buy today--or even this year?

No comments: