One thing we have talked about a lot in class that I have been thinking about is the issue of uncovering pain that customers have in order to better equip yourself to meet their needs. As a salesman, I think it is easy to often push on the benefits and things what you are selling can offer your customer. The negative side of that is that you can create an image of your product that does not help to deal with the pain that they are experiencing.
As we have talked more and more about uncovering pain, the more I have really liked the idea of making sure you get the customer to talk first and find out what they need before you even sell your product at all. This gives the customer the chance to build some trust with you, as well as allows you time to assess what they need and how you can help ease there pain. This stems from a truth that I believe you can see in almost any relationship. If you think that you know how you can solve a person’s problem you are not really going to get anywhere because you have not taken the time to understand what is going on. Only once you understand what is going on will you be able to help.
As I launch into my career in the sales world, I am working to think about working to uncover pain as I start to think about how I am going to sell. I believe that if I can find good ways to uncover customers’ pain right from the start, not only will I be a good salesperson, but I will actually be able to help my customers solve some of their pain issues.
BoweryJE22
This was a good post. It’s all very true and it seems like you’ll do well with the sales position that you are going in to. I think uncovering pain is definitley the best way to go about trying to bring about a sale, however, I think that is easier said then done in some circumstances. People often are difficult to deal with.
Taylor this is a good analogy. I can remember some of my friends being upset at certain people because they would try to solve their problem but they didn’t even understand what their problem was. They project what they think the problem is and they are just dead wrong. This can be a frustrating time because (a) the person has not listened to you and (b) are ignorant of the situation. This definitely translates to sales! If you are frustrating your potential customer you are definitely not going to make a sale. Sales is about establishing a relationship with the client, not pushing product down their throat.
This is a good post Taylor, listening is key in all relationships. Whether we are in a sales relationship, friendship, or dating relationship, listening is one of the most important things you can do.