What’s your problem?
“Change happens when the pain of staying the same is greater than the pain of change.” Tony Robbins
No pain, no change.
The two strongest motivators for change is Avoidance of Pain and Pursuit of Gain. However, Avoidance of Pain is the much stronger motivation.
So the objective in selling is to uncovering compelling reasons for change by asking prospects, “What’s your problem?”
Well, maybe you need to be a little more discreet and not quite so blunt. So, let’s look at how to frame questions that help to uncover whether there is a “there” there. No pain, no change. The best salespeople Disqualify Quickly!
Here’s how I suggest that you formulate questions to uncover pain.
Start by thinking about your unique selling proposition. What is it that you do that truly differentiates you from your competitors? Please don’t tell me it’s honesty and integrity. Qualities like these are part of the “price of admission”. You need something more powerful and specific than honesty and integrity. And you need three or four of them.
So, take out a pen and write down your 3-5 differentiators.
Once you have these specific, powerful differentiators, ask yourself, “What is the problem that this differentiator solves?” if it doesn’t solve a specific problem it won’t be powerful.
Now, here’s a caveat. As I mentioned Pursuit of Gain is also a powerful motivator. If you can’t come up with 3-5 problems that you solve, it’s okay to use positive pursuit. What do you help your clients achieve?
Let’s go back to problems.
Look at each of the problems you listed and ask these important questions.
Did you describe specific problems that you can uniquely solve?
Did you describe problems from the client’s perspective?
Did you list problems that truly differentiate you?
Problems tend to cluster around four key issues: Price, Quality, Time and Service. Ask yourself: What problems do I think my prospect has related to Price? (Be careful not to focus too much on price.) What problems do they have with quality? What problems do they have with time, such as the length of delivery or the amount of the client’s time that gets sucked up? Your prospective client’s time is often more important than money. Especially because the time is his; the money is the company’s. How about service? What types of service issues might your prospects be experiencing with your competitors?
Now formulate questions around each of these problems.
Now you are all set to meet with your prospects! Well, not quite. There’s more to asking problem questions than just this.
Join our workshop this Thursday, Feb 8th from 3:00 – 4:00 pm, to learn more about asking Problem Questions.
What are the questions you need to be asking to uncover compelling reasons why your prospects need to do business with you?
“Can Asking Great Questions be the Answer?”
Register Here: Workshop Registration
P.S. If you haven’t checked out our online business growth membership platform, click here: www.Optimize.Exchange. We have four courses that are posted now:
1. Seven Essential Disciplines of Business Growth
2. How to Leverage LinkedIn to Get Introduced to Ideal Prospects
3. Top Ten Tips to Optimize your LinkedIn Profile
4. Top Seven Business Growth Strategies for B2B Professional Service Providers