Daily Archives: April 21, 2014

How to Focus on Prospect Pain to Generate Leads

Finding the pain or areas where challenges exist for a prospect is one of the key steps that leads to sales excellence. This is important for two reasons. First, finding a problem that your product will fix will be a path that leads to generating a lead and live sales opportunity.

But the other reason this is important is that if we do not look for pain and just focus on selling to everybody, we could end up not effectively qualifying prospects and this leads to chasing deals that have a very low probability of closing. This is where we find ourselves having a bad close rate and missing our projections in terms of closed business.

Pain can sometimes be tough to find as prospects might not admit to anything being wrong. And sometimes, they simply don’t know that the pain exists.

In this video, we will provide a methodology that breaks down the concept of pain and teaches you how to find pain that the prospect is having and put it front and center in the conversation.


Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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