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
