Pain-free selling: Jeffrey’s view
I just received the introduction to an article by Jeffrey Gitomer in my mail box and would love to link you to the full article but, sadly, the site won’t allow it. So I’ll direct you to his site home page instead. You might want to see other stuff there.
Anyway, in the article I’m referring to he talks about how the whole idea of basing a sale on identifying pain is maybe not the best premise. On first read I found it hilariously spot on the mark.
On second read I realised how many people have ‘jumped on the band wagon’ of identifying pain to the exclusion of virtually any other reason as to why a customer might buy. Trouble is, unless you’re very, very good at this technique, you end up coming across as a snake oil salesman.
I’ve met one guy who is very good yet, without exception, anyone can spot the people he’s trained a mile off and they don’t have anywhere near his finesse. And guess what? They sound phoney, nobody likes their attitude or approach and they fail.
“… if you want to find pain, become a doctor” – is Jeffrey’s sound advice that really hits home.
So, if you’ve been going down this path and getting nowhere, why not STOP right now? Adopting this no-nonsense approach can free you to instead use sensible, gentle conversational questioning techniques to find positive bases for people to buy from you…
Pain-free selling: Jeffrey’s view
Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
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