Pain Leads To No Gain In Prospecting!
The Pipeline
DECEMBER 5, 2016
A few weeks ago, I posted a piece titled “No Pain – No Game?” , playing off the old weight exercise motto. In case you didn’t bother rushing to read the piece, it suggests that if you can only sell to buyers who have a self-declared pain or need, you will be in trouble, as 70% of the market, the Status Quo, is immune to the pain argument. But there is a further reason why reliance on pain for sales success could in fact be painful (in the form of missing quota, not making enough commission
Let's personalize your content