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Remind Them Of The Pain

Name: Remind Them Of The Pain
Uploaded: 2025-02-19T05:00:11+00:00
Duration: 37 s
Channel: Shanli Liu, CPA, CTP
Description: In this sales‑training monologue, the speaker frames every salesperson as a one‑on‑one motivational speaker whose job is to create urgency by reminding…

19 Feb 2025 · 1 min

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In this sales‑training monologue, the speaker frames every salesperson as a one‑on‑one motivational speaker whose job is to create urgency by reminding prospects of the pain and deprivation they experience without the product. The core method is to ask prospects about past attempts to solve the problem, probe what they liked and disliked about those attempts, and then map the liked aspects to the offered solution while deliberately avoiding any product features that mirror the disliked aspects. The speaker emphasizes taking notes on these preferences to tailor the sales conversation and ensure the prospect feels understood and motivated to act.

Chapters

All salespeople are just motivational speakers, just on a one-on-one basis. All we're trying to do is motivate someone to take action. And so what creates motivation? If I'm starving, then I'm very motivated to eat. If I'm exhausted, I'm very motivated to sleep. With that same concept, what we want to do is basically remind them of how deprived they are of this thing and how much pain they've gone through up to this point. Ask them what they did, ask them how that worked, ask them what they liked and what they didn't like about that thing. When they say the things that they liked, you associate that with, oh, I think If you like that, you're going to love this. And if they hated that, it's like, oh, that's great. And I understand why you struggle with that because later we're going to take notes of that and we're going to make sure that we don't talk about that stuff if we have anything similar to that in our product.