subject: When Your Sales Scripts Understand Your Customers Pain You Get The Sale [print this page] When Your Sales Scripts Understand Your Customers Pain You Get The Sale
Tragically many sales training programs are focused around the product or service.Companies spend millions of dollars annually ensuring that their sales forces know all of the details about their products.They quiz their employees relentlessly on benefits, features, and the competition to ensure that they know the answers to every possible question.
After all when you have knowledge of your product you have confidence, right?They don't want anyone feeling dumb when talking to a customer that would look bad!Of course would it look worse if the sales professional didn't acknowledge the customer's real need?
Envision for a moment that a freshly trained sales professional walks into an office.They see a buzz of activity throughout the office.Knowing they have great office solutions they navigate their way to a door that says manager.Even though the man behind the desk looks annoyed the sales professional starts sharing about the great products he has to offer.He can help them with copiers, faxes, and even office supplies!After just 90 seconds the man shoves him away from his office.
What went wrong?
What the sales person didn't notice is that office activity was a result of people being laid off that day.He didn't take the time concern himself with HOW he could prevent future layoffs he just started talking about what he needed.The reality is that you don't need to know your product or service in great detail to crush the competition.
Sales scripts that reach to the pain of your prospects will eliminate the need for you to go to yet another training event about a new feature.Instead of the traditional "here is what we can do for you statements" consider transforming your scripts into the following.
Interest Piquing Questions Interest piquing questions will help you to dig deep and allow the prospect to reveal to you their pain.Consider the annoyed office manager, if the sales person had simply asked "how would you feel if you could save 15% monthly on your expenses?"Had that question been asked of the manager might from the start, he could have seen how he could save jobs. Once you have their interest piqued you can continue to ask questions that will get you the sale.
Sales scripts that reach to your customer's pain don't have to be "touchy, feely".They don't have to be fake or rehearsed either.When you can ask questions that expose a customer's pain you will have them looking to you for help.
Discover 67 interest piquing questions to expose customer pain and get them asking how they can use your product or service today.Free video powered course jam packed with help to double your sales www.QuestionsThatSell.com
