What Questions Are You Asking About Your Customer’s Pain? Sales Scripts That Hit Pain Sell
What Questions Are You Asking About Your Customer’s Pain? Sales Scripts That Hit Pain Sell
People want to change their current state of mind and get into a happier state. Even those people around you who seem to always be “down” really do want to feel better. There is no finer example of this than the box office.
Every week as movies are released millions of people go to the movie theater. Is it for enjoyment? Absolutely! More importantly though for 90+ minutes it is an escape to another place. You can get involved in the story, be nervous for the characters, and be excited when the champion prevails! Movies provide people with an escape from daily life into one that is fun.
Knowing that people flock to the movie theaters in masses to change their state of mind, how are you helping your prospects to “escape”? It would be nice if you could just get them to dive into your story immediately (and buy); however, you often
have to help your customers experience pain before you can SAVE them with what you are offering. When you can ask questions that expose their pain you will have customers racing to you to help them escape.
Consider the following questions that will hit on those pain points and pique your prospects interest:
What is one item that is costing you money right now that you wish you could change? – This is an open ended question that will reveal to you their most painful items. Your prospect might mention their overhead, employees, or a small item like their phone bill. You can use this question whether you are selling products or services. You can transition your prospect my empathizing (quickly) and then turning their attention into where you can solve the pain (i.e. you are wasting money on “X”, I can help you save money by using “my
X”).
What do you want more time to do in your business? – Another open ended question that will quickly show you the most troubled areas of operations. Everyone wants more time and since a time machine doesn’t exist you can then pin point areas where your product or service could save them precious minutes allowing them the freedom to solve their other challenges.
When you ask questions that push on emotions exposing the challenges a business owner is having with time and money you will be able to see where your product/service has the best fit. The more you expose the pain, the more your prospects will rush to you for help!
Discover interest piquing questions that will quickly expose pain and get customers racing toward you for help. Start making more sales today by diving into my free video powered course where you can find 67 questions to
sell more now – www.QuestionsThatSell.com
Todd Bates is a national Marketing and Business coach. Through his programs, such as Todd Bates Systems, he shares innovative systems to help businesses owners and sales professionals dramatically grow their sales.
His systems cover a broad base from sales conversion to marketing on a budget. The strategies that he shares have enabled him to net over 1 million dollars a year since the age of 24.
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