Most sales conversations stall for one simple reason: the seller is talking when they should be listening. Not polite listening. Not “waiting your turn” listening.
The pain-impact is just a logical extension of the pain itself. The dog on the street can be trained to sniff out pain but it is a whole different kettle of fish to raise up and identify the true business impact(s) the pain is causing them.
If you have a sales process, these are just some of the questions you should be asking yourself about it and ask them regularly. If you do not, then use them to craft one that will produce the results you want to achieve for your business.
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Most sales teams work hard but not always in the right areas. The result is missed opportunities, inconsistent performance, and unpredictable revenue cycles. This blog
