One True Way To Learn Who To Call On – Go Where The Pain Is

The topic below will be addressed in an upcoming webinar, Calling On The Right Person, on February 21, 2014. To learn more, go to:

http://caskeyone.com/onlinelearningseries.

You’ve been there before, haven’t you? All the way through the sales cycle, awaiting the order, and PRESTO! You find out you didn’t get it. Or, worse (yes, some will disagree with me here) the prospect decides to do nothing.

All that work…up in smoke.

It could have been solved with a simple little question, “Who felt the pain?”
If you analyze it honestly, you must admit that no one you were calling on really felt it.

Who Has The Pain?

You see, in virtually every organization, there is always more than one person who feels the pain that exists because you aren’t part of their life. And you must get to ALL of them in order to do your job right. And once you get there, you must be able to find the pain.

In our vernacular “the pain” is several-fold:
1. What is happening at their company that they wan to fix? (Sometimes they won’t even know this).
2. What are the trends in their business that cause avoidance? (You must be an expert in trend-spotting so you can forewarn your prospect about inevitable problems coming).
3. What are the opportunities/possibilities that exist that are worth working toward? (This has to do with dreams of their business life).

Often, your prospect won’t know the answers to these questions. That’s why, it’s up to you, as a sophisticated salesperson, to ask the right questions, in the right way to determine you’re in front of a prospect (someone who can buy) or a suspect (someone who “acts” like they can but, but can’t).

Good luck.