As the semester comes to a close, this is my 10th and final post for our Sales in the Startup course. I had the opportunity to describe one major theme that I have learned while talking to Mr. Van Eerden this past Friday in Hicks Cafeteria. He asked me my opinions of the class and what is one of the major lessons I have learned that I can take with me. The first thing that came to mind was PAIN!
Sales is not about great one liners and a big personality, which in the past is what I always thought it was. Sales is about helping others to realize their pain. As I was sitting in one of my financial planning classes I saw individuals trying to sell their advice in the completely wrong manner. They wanted their clients to change their budget in order to reach their retirement goals. However, you cannot simply tell someone to change their lifestyle. You have to help them come to the conclusion of what they need and what it takes to get there.
Sales has been misunderstood by too many for too long. This class has helped open my eyes to the proper technique in helping others.
Trinity Blank 
Jake Botkin 
Luke Owen
I agree pain is one of the major lessons I have learned in Sales in the Startup. I have realized how important pain is in sales situations. I think it falls under the need discovery phase. When you meet a prospect, your trying to discover their pain and what they need. By establishing their pain, it allows you to be able to establish a connection with the customer. Sales is all about creating that relationship with the client.
Pain is so important to understand when making a sale. If you don’t have empathy and you cannot relate to what the customer’s pain is you will never make a successful sale. When you establish what the pain is it allows you to have a relationship with the customer and better relate to them.
Brian, I’m sad this is your last post! I’ve really enjoyed your insight into what you’re learning, and the unique perspective that you have on the business world! It’s so true that finding the pain is necessary in all sales scenarios, as without this, we may as well be shooting in the dark as to what the client wants! Great post man!
There is nothing more important to a sale than addressing a perspective customer’s pain. If you can’t address what a customer’s pain actually is, then you aren’t selling to them for the right reasons. We aren’t here to change people’s lifestyle choices, but to help them fill a void that pain is creating. Great post!