On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Peak Performance Management, Inc. | Pittsburgh, PA

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Did you know that emotional pain statistically increases buying motivation by 500%? Behind every sale there is an underlying motive that is often attached to thoughts, feelings and instincts. Subconsciously, our buying decisions are affected by our level of emotional pain.

Emotional pain in a professional sales setting can be described as the extent to which we desire a solution to a personal or organizational problem or relief from an enduring discomfort. Recognizing and understanding buyer pain indicators is an important piece to strategically constructing a sales strategy and ultimately fulfilling the needs of the client. The most beneficial practice when engaging in conversation with a prospective client is asking the right questions and then actively listening.

There are two approaches to consider when engaging conversation with a client:

  1. The open probe tactic encourages further conversation by asking the client to place their current needs on a scale from 0 to 10. Well-defined absolutes such as 0 and 10 are crucial and stimulate active reflection.
  2. A multiple choice method gives clients a list of possible situations and encourages them to analyze their current position in comparison to previous clients. Ask for details such as examples, timelines, and previous courses of action, financial position, personal effects, and most importantly how it can be fixed.

In addition to pain, other factors such as fear, present pleasure, future pleasure, interest, arousal and curiosity are also important emotions to monitor and elicit during a sales call. By taking emotions to the next level and authenticating a sincere interest in a client’s needs we can create an open relationship and generate options to meet those needs.

Free eBook: LinkedIn the Sandler WayThree Biggest Sales Mistakes You Should Never Make
How you interact with your prospects the first time you meet them—before you ever make a presentation—can have a greater impact on your likelihood of closing a sale than the actual aspects of the product or service you have to offer.

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