Now you must be thinking, this time you’ve gone crazy!
It might look that way.
But what do “pains” have to do with sales anyway?
It’s a technique that makes it possible to determine where our client’s “pains” are and use them in the sales process.
By pain, we mean all the problems, difficulties, or needs that the client has and that we as “doctors” can solve.
in sales, there are two specific approaches:
- To solve a real need;
- Create it.
Let’s look at the first option in this article.
In case we are working with needs or problems that the client has, two situations can arise.
The client has a problem or necessity identified or does not even know that he has a problem (which often happens).