Finding prospect pain is one key to generating more leads. But it is not easy because prospects can be reluctant to share challenges and often don't even know what pain they have.
If you would like to learn how to get your cold calls, emails, voicemails, and first appointments more centered around the prospect's pain points and challenges, you may want to watch this webinar recording on "How to Use Prospect Pain to Generate Leads". In this training session, we will:
Provide a process to help identify the pain points you solve
Explain how to get prospect pain to be the center of the conversation
Share examples of call scripts, voicemail scripts, and email
5. How to Effectively Use Email as a Sales
Prospecting Tool
https://salesscripter.com/how-to-effectively-use-
email-as-a-prospecting-tool/
An Efficient Way to Explain What You Do
6. Why Focus on Pain
Why Focusing on Pain is Difficult
How to Identify the Pain You Help With
How to Get Pain into Conversations
7. Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits
Common problems (Pain)
Questions probing for
problems
Differentiation
Customer examples
ROI
Goal: Starting conversation
8. A campaign is a set of collection of what can be said while trying to drive
demand for a product (group of products) targeted to a particular audience.
Phone calls
Voicemails
Emails
Networking
Social Media
Website
Email Marketing
Marketing Collateral
Salesperson Audience
11. Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Product A Manufacturers
Product A Retailers
Product A Medical VP of IT
VP of HR
CFOs
12. Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Product A Manufacturers
Product A Retailers
Product A Medical VP of IT
VP of HR
CFOs
IT Manager
IT Director
VP of IT
15. Why Focus on Pain
Why Focusing on Pain is Difficult
How to Identify the Pain You Help With
How to Get Pain into Conversations
16. Identifying the Pain You Help With
Your Product
1. Gym Membership
Features
1. Weights
2. Exercise equipment
3. Classes
4. Pool
5. Sauna
Product
17. Identifying the Pain You Help With
The Value You Offer
1. Lose weight
2. Get healthier
3. Get more attractive
4. Decrease stress
5. Increase energy
6. Decrease medical expenses
Product Value
Your Product
1. Gym Membership
Features
1. Weights
2. Exercise equipment
3. Classes
4. Pool
5. Sauna
18. Identifying the Pain You Help With
The Pain You Resolve
1. Can be difficult to lose weight
2. Not as healthy as they should be
3. Don’t have self confidence
4. A lot of stress in daily life
5. Often tired and fatigued
6. Spending too much on medical expenses
Product Value Pain
The Value You Offer
1. Lose weight
2. Get healthier
3. Get more attractive
4. Decrease stress
5. Increase energy
6. Decrease medical expenses
19. Three Levels of Pain
Technical Pain
• Processes
• Systems
• People
Slow, broken, or manual processes
Poor system or employee performance
Lack of reliability
Business Pain
• Revenue
• Costs
• Services
Low revenue / market share / close rate
High cost of goods sold / labor cost
Poor delivery of services
Personal Pain
• Income
• Career
• Work Environment
Low bonuses, commissions, compensation
No recognition, no promotions / career path
High workload, poor work–life balance
20. Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Product A Manufacturers
Product A Retailers
Product A Medical VP of IT
VP of HR
CFOs
IT Manager
IT Director
VP of IT
24. Identifying the Pain You Help With
Questions Should Ask
1. How important is it for you to lose weight
or get in better shape?
2. How much of a priority is it for you to get
healthier or live a healthier lifestyle?
3. How do you feel about your level of self-
confidence?
4. On a scale from 1 to 10, how stressful do
you think your daily life is?
Product Value Pain Qualify
The Pain You Resolve
1. Can be difficult to lose weight
2. Not as healthy as they should be
3. Don’t have self-confidence
4. A lot of stress in daily life
5. Often tired and fatigued
6. Spending too much on medical expenses
29. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
30. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
31. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
32. • By creating clarity for what to say and do, we will help you (your salespeople) to be SMART.
• By asking good questions, you will appear SMART.
• By appearing SMART, you will be able to make a better impression with the prospects you talk to.
• Having more information will make you SMART and this will help you to make better decisions
regarding what you do with your time and the prospects your pursue.
• By making SMART decisions, you will be more able to use your time wiser and get the most out
each day and week.
• By being SMART, you will position yourself to sell more and your job will be easier and less
stressful.
SMART Sales System
33. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools
Now let’s dig a little deeper into what pain can look like. There are actually three levels of pain.
At the lowest level, you have technical pain. This is when things are technically not working well or could be better, and can be often found at the areas of systems, processes, or people.
When pain is experienced at the technical level, that will usually trickle up and cause pain at the business level. This is where a prospect begins to feel negative impacts in the areas of revenue, costs, and the delivery of services.
The pain does not stop their as it can continue on work its way up to impact your prospects at a personal level. This is when the technical and business pain starts to impact the individuals in areas like workload, compensation, job security, career growth, and even spill over into their personal life as well.