Thomas A. Freese's Blog, page 3

Stop “Probing for Pain”

Trying to uncover a customer’s pain points is a mistake that’s not only costing companies a ton of money in terms of lost revenue and missed opportunities, it continues to be promoted amongst sales teams all over the world.

“Easing a customer’s pain” may seem like a nice gesture, but the notion of probing for pain (only) contains two illogical flaws in today’s selling environment. First, focusing on prospects who are currently experiencing pain significantly reduces the size and scope of your target audience. While everyone agrees that people who are ‘in pain’ are indeed motivated to find solutions, it turns out that decision makers and influencers are just as motivated to purchase products and services because of many other factors.

Technology titan Apple, for example, has sold over a billion (with a “B”) iPhones since 2007, and they generated $9+ billion in iPod revenue before that. How many iPods and iPhones do you think were purchased because the customer was in some sort of pain? 

It turns out that customers purchases products and services based on a wide range of decision factors. Whether you sell technology solutions, manufactured goods, employee benefit packages, or healthcare services, the decision to acquire your product or service may be driven by something as simple as the desire to achieve a goal or satisfy specific business objectives. Potential buyers can just as easily be motivated by wants, needs, or an opportunity to improve their existing condition.

So, why would you want to limit the size of your audience to only focus on customers who are currently experiencing pain, when the larger opportunity includes prospective buyers who are just as driven to acquire solutions to address any number of other wants, needs, goals, objectives, and desires?

In addition to limiting the size of your target market, the second flaw with the strategy of uncovering the customer’s pain points is that it can come across as highly offensive to the people you are so desperately hoping to influence. If you call on customers who are either territorial or proud of the work they do, good luck bonding with them by trying to expose their flaws, faults, and deficiencies.

Case in point, if you call on a Network Manager and ask: “So, what problems do you have managing your data?” Predictably, their knee-jerk reaction will likely be to say, “We’re doing just fine, thank you (click).”

Even if you mean well, probing for pain is a high-risk strategy. Trying to expose a customer’s weaknesses, or shining a light on their oversights, is one of the quickest ways to put people on the defensive. If you really want to get under the customer’s skin, try firing off a series of pain-oriented questions like: “So, what mistakes have you made?” “What decisions do you regret?” Heck, you might as well ask them, “How ‘come you’re still employed here?”

Fortunately, there’s a proven antidote to this old-school practice of attacking the customer’s ego. All you have to do is reverse the premise of your questions. Instead of ‘chipping away’ at the customer’s pride by trying to indict the status quo, or contunually exploring what’s wrong, a more thoughtful salesperson could just as easily ask (an IT Manager, for example), “How important is protecting the data on your company’s network?” Or, when talking with an HR Director, you could ask, “Would you be interested in ways to expand your company’s employee benefits package?” With a Facilities Manager in a manufacturing plant, a better way to explore his or her needs might be to ask, “Would you be open to a couple ideas on how to improve your plant’s overall operational efficiency?”

Before you just start dialing the phone or begin crafting a bunch of clever one-liners to take out into the field, it’s important to recognize that an effective needs development strategy requires more than a single ‘magic’ question. That’s why I’ve written multiple books on the subject.

For our purposes here, I’m merely pointing out that “probing for pain points” is one of the most common mistakes sales teams make. On the other hand, salespeople who focus on helping their customers satisfy a broad range of goals, wants, needs, and objectives can significantly increase their own sales results.

…that is, if you’re open to a couple ideas.

2018 QBS Spring Boot Camp: April 5 – 6

“There has never been a better time for sellers to do everything possible to make themselves invaluable to their customers, colleagues, and their company.”         -T. Freese

We are excited to announce the upcoming 2018 QBS Spring Boot Camp! If you would like to renew your focus on increasing your own sales effectiveness, or give your entire sales team an unfair advantage over the competition, join us on April 5 – 6, 2018.

The program will be facilitated by Certified QBS Trainer Alan Rohrer.

The learning environment will be highly interactive, with participants from a variety of industries including technology, financial services, healthcare, consulting, insurance, real estate, manufacturing, advertising, hospitality, and retail, and feedback from previous QBS Summit events has been “off the charts.”

With limited seating, reserve your seats early since we are expecting a full house. You might also want to bring extra pencils and a stack of writing pads for note taking.

 

“Tom! I wanted to thank you for an amazing training two weeks ago-my head is still spinning from all of the great info. I met with our Regional Manager yesterday and he wants you to train the rest of our team. You will be hearing from us very soon…”    -Liz B., Michigan…your newest QBS groupie!

Click for Early Enrollment Discount &  BOOT CAMP DETAILS.

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FacebookTwitterFacebook MessengerPinterestEmailprintcommentThe length of a “generation” is usually defined as 25 to 30 years. So let’s look back at a key baseball moment from a generation ago the final play of the 1991 World Series, when Gene Larkin of the Twins brought down the curtain on a 10 inning scoreless marathon by singling in the Series winning run against the Braves. Pay close attention to the uniforms in this short video clip of the winning hit and the ensuing postgame celebration:.

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