Documentos de Académico
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Levels of Pain
Personal Impact How the problem affects the person talking to you.
Business Reasons The underlying reasons for the problem(s) from a business perspective.
IMPACT
You don't act and sound like every other salesperson. Prospects aren't likely to stereotype you. Prospects normal defenses won't fit.
Sandler Example
Allows for continuous growth. Learn at your own speed. On-going (not Repetition/ one-shot or short- reinforcement means term) training you don't have to get it the first time.
Progress is limited to what you can absorb and learn to apply during the training session. What you don't understand at first is often lost.
Quick turn-around; four days vs. three weeks. Lower costs; no expedite premiums required as when expedited through outside specialty house.
Long delivery time frame to receive inventory items. When needed in less time significant costs are incurredmust pay higher prices.
Prospects quickly build walls. My salespeople get constant rejection. They feel uncomfortable, aren't consistent, and the numbers show it. Salespeople are frustrated trying to absorb material. Slip back to old ways. Performance remains unchanged; company sales growth is unrealized. Frustrated with special attention required to manage inventory/usage. Can't process orders when waiting for forms; order log backs upmust pay more to expedite delivery.
Locating Pain
Why shouldn't you take anything with you on the first call?
Why would you act like a newspaper reporter during the Pain Step?
What should you be looking for when uncovering pain and why is it important?
Surface Pains
Pain indicators are surface problems the prospect openly shares with you. Below is a list of the pain indicators your prospect may share.
Surface Issue:
Surface Issue:
Salesperson: Typically when I talk to a prospect like you about increasing the profitability of the business, he discovers that my company may have solutions to challenges associated with:
B:
Salesperson: If you had to pick the one where you are facing the greatest challenge, which would it be? (Allow for response.) That is interesting. Why did you pick that one? Start following the SANDLER PAIN FUNNE questions.