09 Jan Focus on selling to the pain and not the pleasure

If you are new to sales or a startup pitching for your first client, Can I share an idea for your next sales call?

“People will do more to avoid pain than they will to gain pleasure” – Tony Robbins

Yes, you can list all the amazing features of your product or service, its impact and ROI to their business but helping avoid pains will get you closer to the sale more than benefit. This also means, you must spend more time on understanding the market pain, how it is affecting your ideal customer and confirm your assumptions before going too far down the hole in adding more features to your product or service.

Photo by Aarón Blanco Tejedor

I had a conversation with my buddy Anthony Conrad on battling through life’s challenges. Here is the video,