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Sales Calls: How to uncover your prospect’s pain

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This week’s question from my portal “The Neagle Code: Directions
for Life”
comes from Elizabeth.

Neagle                 Code Question


If I’m making sales calls and I am calling a prospect, how do I begin the conversation? They don’t necessarily know that they have a problem.

Thanks!

Neagle                                               Code Answer

Hi Elizabeth. This is a great question.


It isn’t so much that people don’t know they have a problem; they generally are just focused on the wrong part of the problem…the symptoms rather than the cause.

Think about if you went to your doctor for a headache – you know you have a headache; you aren’t sure of the cause and you want relief.


One way the doctor diagnoses the cause is by asking questions.


It’s the same with your prospective clients.

You start by asking questions about their pain point relative to the services you provide – what is the biggest challenge they face right now?

Why do they feel they are experiencing this problem?

What happens if they don’t find relief from the problem?

And, most importantly, what is their level of desire and commitment to change?

The real key is to ask questions so the person you are speaking with comes to see the issue on their own.

Just Believe,®
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