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This means asking open-ended questions to help them gain a deeper and broader understanding of their client’s business. The global head of sales strategy believes many salespeople have only a superficial understanding of what potential customers want. On the surface they thought they had found the perfect buyer but they simply didn't, Kosakovsky said. Buyers know at a high level what their pain points are but sometimes they don’t understand how it connects to their emotions and why they need to do this now. If you don’t understand the deeper pain you’ll never get a buyer to take action.

The real question is what a salesperson's correct diagnosis of a customer's pain is just the beginning Where the customer's pain falls in the customer's hierarchy of needs. In order to dig deeper you again need to focus on asking the right questions. If you go to the doctor because something hurts sometimes it's because you're not taking care of two other things in your body, says Kosakovsky. There are many types of pain points Email Marketing List in a customer's case including financial pain points. The prospect's current solution is too expensive to access and maintain. Productivity pain points. Customers' current solutions may be too time-consuming and they are looking for a product that makes their jobs more streamlined. Address pain points.



Clients want to improve internal processes such as lead generation, recruiting app integrations or social media campaigns. Support pain points. Customer support is scattered and not available at all. They hope to address support pain points by installing a helpdesk chatbot for urgent issues or a knowledge base for more common, less urgent issues. They may need a solution from the vendor to solve one of the common pain points mentioned above but only if they solve the critical problem first. He said most people don't realize that yes, a customer may need a solution from a salesperson but that may not be a priority. Part of qualifying your prospects is understanding how your current solution fits their list of needs.