As Professor Sweet has said searching for pain is the goal of selling. He called this “Hacking Pain.” If you can find what your customer is having difficulties with then you can dig into that pain making them notice it more and understand why they need help. This can often be difficult because the customer might not fully understand their own pain and you have to know how to find it as well as solve it.
The term Hacking Pain seems a little harsh and like you are trying to manipulate your potential customer but in actuality it is not like that at all. This term is used for more like figuring out their problems by “hacking” into their brain with questions. This technique is useful in that they often don’t realize you are picking their brain for pain. They see it more as you just trying to get to know them better and understand your customer rather than finding pain.
This system requires a more creative aspect to selling. Rather then programming in the customers brain what is important for them and forcing your product upon them the customer is understanding things in a new creative way. This helps you to really build a relationship with your buyer and get them to genuinely buy into your product rather than just buying it because you tricked them.
The beauty in understanding your customers pain is that you are really helping people. Selling them something that will genuinely fix their problems is a really great feeling and it car be really beneficial to both parties.
BoweryJE22
Finding the customers pain I think is the other hardest thing to do in sales. Once you have developed the skills to figure out the pain of the customer that’s when you can become a successful salesperson. You will know whether you product solves their problem and the only think left to discuss is price.
I think that the emphasis on pain that we went over this semester is going to be the most helpful thing i can take away from this class. It is easy to think that you are there to find what you can do for the client. The sales funnel that Coach Dido went over focused a lot on open ended questions and finding pain. With this method its easy for you to find what the client is having problems with and then try to help them with your services.