Be a Pain Point Problem Solver During the Sales Process

Problem solving for your prospective client should be your main objective when selling your product or service. Find out the objections, overcome them and close the sale.

Video Transcription

Sunshine: Are you a problem solver during your sales process?

Crystal: Welcome to The Love of Business. I’m Crystal.

Sunshine: And I’m Sunshine. Let’s get to it.

Problem solving and your sales process. This sounds like, you want to tell me? Because I don’t think I have the answer on this one. I mean, we all want to be able to solve problems, especially during the sales process because it kind of helps sell the product or service. But help me out.

Crystal: Sure. So, think of it this way. This type of salesperson is someone who’s not going to assume anything when you walk through the door, they’re not going to try to oversell you, or be an order taker, or promise the moon in the sun and the stars and not be able to deliver it. So, someone, this type of salesperson has integrity, and then they’re going to actually help you buy something that you actually need. And by doing that, they’re going to ask questions to figure out what your pain points are or what you’re trying to achieve so they can provide the best solution for you.

Sunshine: All right. So, my next question is, what kind of questions are we supposed to be asking to be this problem solvers/salesperson, since it’s part of our sales series.

Crystal: Think of this sales process as a high and soft relationship close, where they close themselves versus you closing them on the service or product. So, you start broad, and you ask a question, “Why did you come in today? Or why did you want to meet today?” They’re going to start giving you information and talk about their pain points. You ask, “Okay, any other challenges that you are facing right now? Or is there anything else you want to achieve from this product or service?” Now they’re going to go deeper and give you more pain points and then you’re going to take each pain point and poke them a little bit.

Sunshine: Okay, we’re going to poke the small, little wound and pick the scab off, apparently.

Crystal: Yeah. Because the real sale happens in the pain, not the vision. People can stay in their vision for years and not do anything. But people will do everything and anything to avoid pain or get out of pain.

And let me give you an example. So, you’ve identified some pain points, you’d say, well, if nothing changes what will that mean for you? How is that affecting your daily life? What would it mean if you’re in the same place five years from now?

Sunshine: It really makes them think.

Crystal: That’s right.

Sunshine: Sounds like it’s really going to make them like, go to that, I need to stop this. It is going to help them stop in their tracks and actually get into action to finding a solution.

Crystal: Yes.

Sunshine: Oh, my God, this is like, the most integrity that a salesperson could possibly have is to do this technique.

Crystal: Yep. As a salesperson you don’t want to be nice. Nice is an acronym that stands for nothing inside me cares enough to ask the hard questions so that they can move forward.

Sunshine: All right, a lot of revelations in this one today.

What’s your number one takeaway from today’s video? I actually want your comment.

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Crystal Shanks

Crystal Shanks, Certified Business Coach and CEO of Run Right Business Consulting, has been coaching business owners and executives around the world to achieve optimum results since 2009. Coach Crystal teaches her clients proven strategies to build thriving businesses and careers. She has worked with thousands of businesses and executives to generate substantial revenues and maximize profits.