Prospect Pain/Challenges

Prospect Pain/Challenges

Identify “tire-kickers!”Understanding the pain and/or challenges your prospect is facing will go a long way in helping you separate the real buyers from the tire kickers. It will also allow you to position your product or service as a way to stop that pain or overcome that challenge, which most often will lead to a sale. But it all starts with identifying a prospect’s pain or challenge and that’s exactly what you’ll learn to do in this career-altering lesson.

Topics in this lesson
  • Use Iceberg and Motivation Hierarchy Pyramid Theory to “find the pain or challenge”
  • Use questioning to uncover the pain or challenge
  • Define the most common challenges currently facing prospects in your industry
  • Create questions specific to your industry that will draw out your prospect’s pain or challenge and then add them to your Interview Sheet
  • What the VSG Rule of 5 is and why you need to identify 5 “pains” before ever going to the cause if you really want to make a sale
  • And much more
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