10 BEST PAIN PROFILING SALES QUESTIONS. Happiness is a wonderful feeling. Happiness is what we all seek. But, in this real 3 dimensional world, getting to happiness first requires a trip. A trip through a town named, PAIN. Pain is a necessary stop on the way to the town of Happiness.
I will admit, while I have always at first avoided the trip, I’ve learned more and grown more, by traveling to Pain and overcoming adversity than I learned from happiness. We get to Happiness by traveling through the town of Pain on our journey to success.
My point in stating this is to sell, or more appropriately said, influence someone… and help them get what they need and want, you as a sales person must help them get relief from their Pain. I don’t know about you but I know no one who is looking for relief from Happiness. They are looking for relief from Pain.
As a compassionate person first, sales person second, you must uncover and then relieve a prospects pain to make a sale and help someone get what they want or need.
Oh, and by the way if you think SELL is a 4 letter word you need to figure out why you think that. SELL is a good word. And while you’re at it, if you are uncomfortable with SELL’s sisters MONEY and PROFIT; please quickly figure that out at the same time. My experience in success coaching has shown me that people who hate the words SELL, PROFIT and MONEY for some reason love the word POOR.
Now, let’s get to the heart of this sales lesson. Do you close every sale? Can you improve on your sales skills? If selling is a challenge at times and if you don’t close most of your prospects then please take a look at the following 10 questions you will want to cover in meeting FACE TO FACE WITH YOUR PROSPECTS.
In sales we need to ask salient questions to uncover our prospects needs… and our prospects Pain. In addition to asking incise questions, you also have to do a lot of listening. We have two ears and one mouth. I suggest you keep that ratio in mind. Listen twice as much as you talk. Ask these 10 questions and listen to their answers. I mean…really listen. Do not make a closing till you can answer all these questions. Never offer a solution till you first know their Pain. Then tailor your solution to overcoming their Pain.
10 BEST PAIN PROFILING SALES QUESTIONS.
- What keeps them awake at night, staring at the ceiling?
- What are they afraid of?
- What are they angry about?
- What are their top three daily frustrations?
- What challenges are occurring in their business or personal life?
- What do they secretly, really desire most?
- Figure out if there is a built-in bias to the way they make decisions?
(Example: engineers, tech people = exceptionally analytical. Sales people are more emotional)
- Do they have trust issues?
- Who else is meeting with them selling something similar to them?
- Who else tried selling them something similar, and what happened?
So, let’s recap. Remember, be honest, be caring, be compassionate. Relax and don’t rush. Spend the majority of your time with a prospect in the interviewing process. Make sure you and the client see the needs, wants and most of all, the Pain that will go away from your service or product. Make sure you know and overcome all their conscious and unconscious objections. Buyers are naturally skeptical. It’s a survival mechanism. Buyers are afraid and leery that they are paying too much, or getting lied to. Overcome their fears. Address their pain. Ask these 10 questions and listen to their answers. I mean…really listen. Do not attempt a close until you can answer these questions. Never offer a solution till you first know their Pain and can overcome it with your service or product. Then tailor your solution to overcoming that Pain. Through 30 years of selling I can tell you this; when you do the up front questioning and listening right, the close will come fast and painless.
Steven Monahan is a former fortune 100 Senior Executive. He is CEO of the Steven Monahan Companies, which include Steven Monahan Executive Search & Coaching, Atlanta GA. and Black Swan Publishing, Atlanta GA. Steven is the author of five books including top 50 Business & Career Book – The One Thing 66 Day Workbook