Find the PAIN point.
In a nutshell . . .
I know it sounds pretty simple but yet it is.
If you can find the client/guest/customer’s PAIN point all you need to do is address it and keep closing until you have a deal.
Let me explain.
Finding your clients pain point is as simple as asking questions? Not interrogating but simply asking questions that will
lead you to where you want to go.
- What do you like best about what you currently own?
- Tell me how that looks?
- What would you like to see different in your next one?
Once you can find out the “Why” behind the reason they are with you, that is their pain point.
Now present your product or service with how it can solve their pain point and ask for their business.
I know simple eh? Very . . . but most people negotiating talk too much and don’t listen to their
customers needs. The customer will tell you everything if you just ask the right questions.
More on this to come.