Learn and Address Customer's Pain Points

Everyone has heard this “necessity is the mother of invention.” The same goes for sales like this “necessity is the mother of purchase.” Until and unless there is no need, you can not make any sale. Let’s suppose you are in a talk with prospects with no business plan. That means those prospects do not need anything. As there is no need, there is no gap to fill.

As a salesperson, it is your responsibility to find an opening by asking effective sales questions. These sales questions will help you by revealing the pain points of a business. As soon as you uncover those pain points, you can create the need for that prospect. Now you can triumph your prospect.

But What are Pain Points?

Pain points are the problems a business or a customer has with their or others’ products or services. In simpler words, unfulfilled needs that have to be satisfied are the pain point of a business or a customer. These pains can be of any type or any level. For customers, it can be an individual pain. For businesses, it can be a large-scale pain. Let’s talk about the pain point of a customer and a business.

Customer Pain Point:

Customer pain can be born from any sort of condition. It can be customer service, unsatisfied with the product or service, or a custom solution they actually wanted. Well, identifying your customer’s request is pretty simple.

One way is to know this is by asking your customers directly. Convince them to tell you about their needs.

Another way is to make them fill some review forms or have a direct conversation with them.

Just remember one thing that customers are always your priority, whether they purchase a service or an end product.

Let’s see what is into Business Pain Points.

Business Pain Point:

When you are in talk with your prospect, and they say that they are facing issues of employee dissatisfaction, retention, productivity, customer dissatisfaction, churning customers, or hard to reach goals, you just discovered their business pain point.

If you want to be a good salesperson, finding out pain points should be first on your list. Pain is the best thing to motivate them to start their buying journey. This pain will drive them to find a solution to ease that pain. That’s where you will come in as a solution.

Let’s break down business pain points to help understand them better.

Brand Position:

Every company wants its brand to achieve a better position and achieve better results. But setting these goals is easier than actually working up for them and achieving them. Many businesses think they understand what is stopping them from achieving their goals. So when you meet prospects like these, you might hear sentences like this:
 

• People don’t know about our company.
• We didn’t change with the market, and now we are behind.
• We thought we didn’t need the digital transformation of our business.

When you hear sentences like these, try to introduce your solution as pain relief. Tell them how your solution can help them achieve the revenue and position they set as goals.

Suppose you are selling cloud telephony solutions. So you can say,

“You can transform your business digitally anytime with our cloud telephony solution that can be customized as per your business’s needs.”

Money Game:

Money is what allows a business to roll in the market. Money is one major pain that most of your prospects might be facing. Also, money is one of the things that can ease other pains too.

Every company wants to improve its financial position, and if your prospects are unable to do so, they will give you responses like these:
 

• We are not achieving the sales target to keep things running smoothly.
• Our revenue and profit tell different stories.
• Our spending is more than what we produce, and we have no idea where to cut the prices.

In this case, introduce your product or service as a help to reduce spending and turn the profit graph upward.

Employees Matters:

Employees are the backbone of any business. People/ Employees are usually both the biggest expense and the biggest asset of a company. So if your prospect is facing issues with their employees, you will hear these:
 

• Employees are less enthusiastic about work.
• Our best players went for the higher-paying position in another company.
• Our actual company culture is different from what we show on paper.

Here you can introduce your product or service as a solution to relieve their people from work stress.

“What if I tell you that our service can help save your employees from workload? Yes, our service will allow your employees to automate time-wasting processes and make them more productive by freeing them to focus on other tasks.”

Productivity:

Well, if you are a human, you are going to make mistakes. A manager is also a human. His job is to keep the teams or employees in line. Keep them well-balanced and optimized to make sure their productivity rate is good.

But, a human is human, and there will be a time when employees or managers will fall into the trap of inefficiency. This fall will result in wasting time. In condition is like this:
 

• We are unable to deliver products or services to clients before deadlines.
• Our hierarchy process eats up so much time.
• Teams are not supported by the management properly.

How to Address Business Pain?

Let’s suppose you have identified the problem with your prospect. So it is time to know how you are going to address it. While addressing the issue, you are not a salesperson selling a product or service. You are now a solution provider who is here to ease the pain.

Talk Like Your Prospect:

When you try to mimic the language of your prospect, it will be easy to comfort them. It is a psychological technique to build trust. Do not try to use words that only you or your colleague can understand. Simplify things according to your prospects. Withthis method, your prospect will take you more seriously.

Find the Power Player:

Identify if your prospect can make the buying decision or not. Ask your prospects if they control the budget or if is it someone else. If someone else, can you include them in the buying process? Spending your energy on a person who can not make decisions is less fruitful.

Additional Members of Purchase Process:

If your solution is going to be used by different teams, then try to get this information at the early stage. Some prospects find it less authoritative when they are not the sole decision-maker. That’s why they do not break this news immediately. So by respecting their fear, try to put your question this way:
 

• Besides you, is there anyone else who needs to be involved in the process?
• Does anyone else like to know about the solution or the conversation we are having?

Create the Illusion:

When you are offering the solution, try to present it in a way that fits the dilemma of your prospect. Personalizing the pitch or the solution that suits their pain can motivate the prospect. This motivation will bring you a little closer to closing the deal successfully.

Introduce them to only those features that are meaningful to your prospect. This will keep your prospect focused and clear-minded. This is necessary to let the prospect make the decision quickly.

Wrap Up:

A sales process is all about how well you can connect your solution to the pains of your prospect. In order to close more deals, try to be helpful to your prospect, and remember, ask the right questions at the right time to the right prospect.