Keep Digging to Help Your Clients

Sales on hand is pretty easy. Some say you find a "customer's pain" and solve it with your product. No matter what your product does, it will work for your client. 

I say that approach is only partially right.
1. The client may have a "pain (i.e. lack of customers),"
2. but unless you get to the root of what is causing that lack of customers (i.e. no advertising)
3. it doesn't let you get down to reason there isn't any advertising (i.e. client got burned too many times by sales reps that over promised and under delivered).
4. You have to keep digging to see if the reason they are gun shy is because of all the bad reps they have had, or does it extend to all the decisions made by them for the company.
5. Then you have to find out why they make decisions that way ("because that us the way it is, and no smart aleck young salesperson is going to tell me different!"). 
6. Once you find the real reasons behind the pain, then and only then can you see if your product will work. If it relieves the symptoms and the root cause of the pain, you're probably on your way to a sale.

An easier way to say what I've said above is to imagine this scenario.
Many people have back pain.
They go to their doctor.
Doctor prescribes pain meds and physical therapy.
Pain meds relieve the pain for awhile.
Phyical therapy might make movement easier.
Meds and physical therapy don't ultimately solve the back problem.
Your body isn't in pain because of a lack of pain meds.
The problem is a subluxation of the vertebrae in the spine?
What is a subluxation?

The person goes to a chiropractor. 
Chiroprator gets the bones in the spine back in alignment giving the body the chance to heal itself.
What caused the subluxation in the first place? Lets say it is stress causing muscles to spasm and "pull" the one vertebrae out of alignment with the rest of the vertebrae.
What is causing the stress?
Relieve the stress and odds are the subluxation won't happen again and the body will naturally heal itself faster.   

As a salesperson you have to be the chiropractor and get to the ultimate cause of the pain. Not just the subluxation, but the stress.

Thanks for reading, and yes I endorse chiropractic care whenever possible.
Ev