Sales Prospecting 101 - Module 2: Pain
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How to Use Prospect Pain to Generate Leads Sales Training Michael Halper
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Sales Prospecting 101 is a training program that helps a sales person to improve everything they do while prospecting. Working hard alone will not lead to great results. It is more important to work smart and this program gives you the small changes that you can make that lead to big results. This is the Pain module and it focuses on helping you to figure out how to find pain that the prospect is having in order to figure out if they need your help.
Transcript of Sales Prospecting 101 - Module 2: Pain
How to Use Prospect Pain to Generate Leads
Sales Training
Michael Halper
What is Pain
• Something not working well – Causing a negative impact
• Something could be working better – Results are not as good as could be
• Are things great, good, ok, or could be better ?
– Great or good: probably no pain– OK or could be better: likely pain
Why Pain is Important
• No pain no change
• No pain no reason to meet
• Attention
• Connection
• Information
• Qualification
Three Levels of Pain
Technical Pain
• Processes• Systems• People
Slow, broken, or manual processesPoor system or employee performanceLack of reliability
Business Pain
• Revenue• Costs• Services
Low revenue / market share / close rateHigh cost of goods sold / labor costPoor delivery of services
Personal Pain
• Income• Career• Work Environment
Low bonuses, commissions, compensationNo recognition, no promotions / career pathHigh workload, poor work–life balance
Six Pain Symptoms
1. Something not working well
2. Something could be working better
3. Process are time consuming
4. Errors are being made
5. High costs
6. Low revenue
There are 28 minutes and 15 slides beyond this point in this training module.
You can watch the remainder of this as well as the rest of our Sales Prospecting 101 training
modules inside SalesScripter for no cost with a Pro subscription.
• Sales Messaging Workshop• How to Communicate Value to Build Interest• How to Use Prospect Pain to Generate Leads• Focusing on the Ideal Prospect• How to Effectively Qualify Prospects• How to Deal with Prospect Objections• How to Get Around the Gatekeeper• Building Rapport, Interest, and Credibility• Lead GenerationTools and Processes• Improving Your Ability to Connect with Prospects• Improving Your Mental Strength and Frame of Mind• How to Effectively Manage Sales Cycles• How to Manage Prospect Meetings• How to Get Prospects to Say “Yes” by Disqualifying Them• Improving Your Close Rate• How to Build Email Drip Campaigns
Here are the modules that you will have access to with your Scripter Pro subscription:
All modules are recorded and you can watch them multiple times and at your own pace.
Even if you don’t plan to use SalesScripter, signing up just to get access to the recorded
training modules justify the price for the subscription.
Go to www.salesscripter.com to sign up for Scripter Pro to watch the rest of this training module.
www.salesscripter.com | [email protected] | 713-802-2026
