Pain Part 1 – The Great Motivator

Trying to sell someone on change is a waste of time if there is no reason for that person to make a change.  The best, the only real, reason for a prospect to make a change is because he or she is experiencing pain.  If you can’t uncover real pain with a prospect, getting to an emotional impact, then you’re not talking to a viable prospect, and it is time to close the file.

More on Pain and your Success coming!

Taken from SandlerBrief Volume IV, Issue III

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