Salespeople have been taught for generations that their job is to find the prospect?s pain and then provide a solution. But what happens when the prospect has no pain? Does that mean you can?t sell to them? The answer is?NO!
For example, last week I planned on placing a product order from a company I usually do business with. They have always created a good product and provided acceptable service. So why did I FIRE them and choose another vendor? I did it because a top performing salesperson proved he wanted my business more. He consistently called on me. And when he did, he didn?t search for pain, instead he searched for things my vendor did well and promised to do them better. The mistake my current vendor made was to assume that because I never complained, they would always get my business. Wrong assumption.
Here are the lessons from this experience:
- Consistently reach out to prospect?s whose business you want. And when the other supplier gets complacent, you will be there to win.
- Don?t assume because there is no pain, you have no chance.
- If you own the business already, you better work for it. Regularly ask, ?What are we doing we should keep doing? What are we doing we should stop doing? What aren?t we doing that we need to begin doing??
So this week, make a list of your best customers, tell them you love them, and ask how you can do even better. Then go steal the business from the countless complacent salespeople that believe ?no pain/no change.?
Sales Coach and Business Consultant Brian Sullivan,CSP is the author of the book, 20 Days to the TOP- How the PRECISE Selling Formula Will Make You Your Company?s Top Sales Performer in 20 Days or Less. Sign up for his free 7 Part Video Series on Sales and Negotiations at www.preciseselling.com.
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