Identify the reasons for the challenges/pain!Once you find the pain, the next step in the sales process is identifying the cause of that pain. It’s important to identify the cause because that’s what you will ultimately be trying to resolve for your prospect.
Topics in this lesson
- Where cause is located when using Iceberg and Motivation Hierarchy Pyramid Theory
- What cause really is in the selling process and why locating it is so important to a successful sale
- Identify the real reasons for pain
- Develop and implement cause questions specific to your industry and then add them to your Interview Sheet
- And much more