One of the most common questions that salespeople ask their clients is “What are your pain points?”
Now, maybe you don’t actually ask the question in that matter. Maybe you phrase it differently. But the underlining goal of all salespeople is to determine what type of pain points your clients are suffering to see if what you are selling will solve his problems.
Let’s say you discover those pain points. What next?
Are you selling vitamins or medicine?
By vitamins, I mean are you selling a solution that is holistic and a “nice to have.”
By medicine, I mean are you selling a solution that is really necessary and a “must have.”
Let me give you some examples –
A good vitamin sales example is someone selling books, subscription courses or videos about enhancing professional development in your field. Of course, we all want to improve ourselves and do better in our careers. But is it an immediate need? Unless your boss or manager is demanding that you improve your skills or craft, chances are you don’t need to order any professional development tools right away. It’s something that you will put on your check list and consider when you have the time or money.
So a vitamin sale, based on the client’s view, may be way of preventing a future problem, but it’s a minor pain point that he can deal with for now. There is no sense of urgency.
A good medicine sales example is someone selling password security software to prevent hackers from breaking into your network. With all the news lately of hackers stealing credit card and Social Security numbers from major retailers, banks, government agencies and colleges, your software will probably be on the top of an IT director’s list. Sure, the IT director may negotiate the price with you, but in the end, he clearly understands the threat of security breaches and he will make a purchase. The only question is will he be buying your software or someone else’s.
So a medicine sale, based on the client’s view, will prevent an immediate problem, that’s becoming a major pain that he must deal with now. There is a sense of urgency.
There is nothing wrong with selling vitamins or medicine. But if you want to jumpstart your sales, reexamine what you are offering, and see if you can make your solution more of a medicine rather than a vitamin sale.
While Mary Poppins is right when she sung “that a spoonful of sugar helps the medicine go down,” finding the right pain points and offering medicine instead of vitamins could be your best solution.
Note: If you like my post, please check out my book – Advice for New Salespeople: Tips to Help your Sales Career.