Putting a Bandaid on the Pain Point

You may have heard it in all of your trainings “identify the pain point”. Although it may sound like elementary sales training, there is some definite logic to this. But what’s most important aside from finding out what is keeping your customer up at night, is how your products and services will act as a bandaid and eventually stop the pain all together for your customers.

To do this you have to know your product so well, that you can tie it to just about any problem that may be thrown your way. Take the time to know your customer, to look at their business and identify one, two or even five pain points. Then show them how your product or service will be the vehicle that will solve all of these problems, or at least some of them.

I challenge you to identify your customers deepest and darkest issues. Then dig in even deeper. Get to the root cause…the secret is that you do not have to have all of the solutions on the fly, feel free to take notes, and get back to them with a well thought out solution. They will appreciate your insight even more. You truly have to think like a doctor. So prescribe away!

Happy selling my friends,

Ramiro Lepe