Sales Basics: Solving Your Prospect’s Problems

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Here’s a recap of everything in this episode of 5 Minute Sales Training:

Let’s talk about solving the problems that your customers don’t even know they have…yet.

Sales 101 teaches us to discover the pain that our customer is experiencing.

The fact is that no one is moving or buying anything unless they’re first clear on what they are moving from.

A lot of salespeople want to spend their time talking about what the customer is moving to without really fully paying attention to what they’re coming from.

But what does sales 202 teach us? Let’s get into the advanced stuff.

Current dissatisfaction is all about what a customer brought with them into the sales conversation.

It’s about what’s wrong now. What in their life needs to be improved?

It’s all about that pain that they’re experiencing in their current situation. And not just the pain, but the emotion tied to the pain.

Future dissatisfaction answers what happens if the customer does nothing.

This is where you come in because you must get your customer to answer the question, “What happens if you do nothing?”

We can apply that to whether we want to put on an entirely new roof.

We can apply that to whether we’re going to buy a new car.

We can apply that to life insurance.

This is effective because the brain tends to be alert for worst case scenarios.

The number one job of the brain is to keep us alive. The brain wants to protect us.

Asking the question about future dissatisfaction psychologically launches the customer into a future where things don’t look very good.

Leverage the future dissatisfaction technique.

If you are not regularly using future dissatisfaction, it’s time to insert it into your presentation now.

Learn more to earn more.