Pain

Perhaps the most famous thing about Sandler (apart from a now-retired Submarine) is Pain. But what is it? How does it differ from "Pain Points"?

We get asked the question as frequently as our clients and the answer might be a little surprising!

Last time we discussed the tension of wanting to rescue a prospect sales process. Now let’s look at the situation between the buyer and seller as objectively as possible:

If your sales objective is to make the sale regardless, get the biggest order possible and structure the best deal for your company, then your entire focus is really on you.

Imagine walking into a prospect’s office and having him or her say, “I have a problem. There is a monkey on my back and I want to make it yours.” Any normal person would know better than to say, “Great, toss that over here and let me add that to the monkeys I am already working with.” As a sales coach, I spend time with quite a few people who have big monkey collections. They have accepted that their prospects and clients’ problems are actually theirs. Unfortunately, these monkey collections have some predictable consequences.

If you're like most sales professionals, you work hard to learn as much as you can about your product or service. You take pride in how much you know about your business. When you can answer any technical question that might come up in a call with a prospect, you feel confident. That's only natural. But as important as it is to be knowledgeable, your eagerness to display that knowledge can damage a relationship and cost you sales. To avoid this problem, you need to remember that expertise can be intimidating. It can turn people off