Pretty much every sales coach these days insists….
“People don’t buy if they aren’t in pain! You have to make them feel the pain!”
There’s a time and a place for pain point prodding, but I feel it’s massively overused these days. It’s like that old cliche of ‘when all you have is a hammer, everything is a nail.’
Coaches are now trying to sell their high ticket programs on sales calls by asking endless questions like…
- So where else is this affecting you in your life?
- What’s going to happen if this problem continues?
- Are you going to continue being a pathetic worthless slug forever?
Again, there’s a time and a place for these questions. However most coaches are asking them at inappropriate times, completely out of context. It ends up coming across weird and annoying.
As an aside, if you’ve ever been stumped on how to respond to demands like ‘tell me about your program’, ‘how much is your program?’, ‘why should I choose you?’ and ‘let me go away and think about it’, my Messenger Mastery guide contains the best responses to all these situations and more. Although it’s aimed for use on Facebook Messenger, it works equally well on sales calls. It’s money in the bank if you have 1-1 conversations before you enrol clients.
Instead of making the prospect want to buy, you end up repelling them.
There’s a much, smoother, smarter and slicker way – and it doesn’t involve making the prospect feel like a complete loser. I explain more in this video.