Sales Discovery Prompter Part 2 MTSN-041

You have been trained to go for pain – but if you think that you can find bigger opportunities because people are in pain you may want to think about reasons why people will buy anything.

Pain is only one motivator – a more productive one is big open questions around goals because it is exciting and safe.  If you sell for goals you are appealing to vision and uncovering the issue as the client sees it. Appealing to their vision and building rapport is a good start. Getting too personal too quickly can throw a prospect into a negative loop – keep them thinking longer term, moving their thoughts into a desirable future state.

Stay in the place that allows you more flexibility and allows you the most flexibility. If you jump to the problem/solution phase you will lose the opportunity to deal with greater issues and opportunities.

Match your solutions with their future desired states, not the present.