I’m a typical guy. I don’t go see the doctor unless somethings really wrong.
Until last week, I hadn’t seen a doctor since June 2005, when my wife strongly suggested I go in for a yearly physical. We had just gotten married and she said I should see a doctor. I visited my doctor and everything checked out fine.
The past month I’ve been struggling with sinuses and allergies and at times, I’ve felt miserable constantly blowing my nose and dealing with watery eyes.
(Compared to cancer and other illnesses, sinuses are very minor.)
So I found an allergist doctor and went in and got checked out and he made some recommendations.
It took me being miserable and slightly in “pain” to finally call the doctor and get in.
What does this have to do with sales hunting and sales prospecting?
Most prospects tend to buy solutions that solves their “business” pain before they buy solutions that will enhance their company.
People will reach for an aspirin to comfort their headache before they buy vitamins to make themselves feel even better.
When reaching out to prospects, ask them questions that brings up their “pain”.
Take care of their “pain” with your solutions and you’ll have success in sales.