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How to get your prospects to re-live the pain...

8 Sept 2023 · 1 min

Watch on YouTube

0:44

Short YouTube coaching clip (by Eric Deeran) that explains a sales technique: use a doctor-patient analogy to get prospects to relive their pain by asking questions about duration, location, and impact of the problem. Reliving the pain creates an emotional buying state, increasing willingness to seek a solution; the speaker gives example questions salespeople can use (e.g., 'How long has your competitor been doing content?').

Chapters

Yeah, it's just like, think of a doctor, right? It's like, what do you. What happens when you go into a doctor's office? Well, you go in, they ask you about the pain. They ask you how long it's been happening. They ask you about where it's hurting. And as you start to talk about the pain, you relive the pain, Right? And so when a prospect is going through pain and they're reliving that pain, you're getting them into an emotional buying state to where they are more willing to seek a solution. So think of yourself as just a doctor. That's like, how long have you not had content? Why are you looking into content? How long has your competitor been doing content and overshadowing you and taking your, you know, your customers and your leads? How long has that been going on? It's like, oh, that's very painful. That hurts. And now, because it hurts, I feel like I need to do something about it now.