When talking with a customer or client it comes down to one key point: exposing the problem or the pain. This shouldn’t be done alone, however, because this will show them a shortcoming without a solution unless you provide them with their remedy. This two part, problem-remedy discussion should be in four steps: 1) Having the client recognize the pain and believing it as their own, 2) showing them how big of an opportunity it could be if the pain was alieved, 3) providing that alleviation, and 4) giving the client a way out by showing that it has only recently been possible, and because of you that this remedy is achievable. These four steps combined will give you the best chance of success when approaching a sales situation with a customer.
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