Real Sales Pain or Just an Indicator

November 15th, 2010

I am a runner. I am an injured runner right now. I have not been able to run for 2 weeks now. I have a race coming up in 1 week. You would think my pain is the feeling I have in my leg. And that is a part of pain. Why else would I be seeing the doctor every other day to attempt and being ready for a race in 1 week? However, we as sales people have to dig deeper – this physical pain is really just a pain indicator. Yes, I am in physical pain but the true pain I am really feeling is emotional.

I am frustrated that I have spent so much time and energy over the past 5 months training and it could be all for nothing. I am disappointed that even if I can run I might not be able to get my fastest time despite the fact that I have been increasing my speed over the past couple of months. I feel less healthy when I cannot work out and my energy is not as high so that makes me upset and sometimes sad even.  This is my pain. It is the why behind the what that we have to find. Most salespeople stop after they hear the what and move on to the next step in their sales process and then wonder why things often crumble later on. Do you ask further questions after your prospects tell you what is wrong? Do you have any clue why they would even be motivated to buy from you? If you take the time to find out the why you will be more successful in sales.

Karen Casey

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Since joining the Lushin training personally I have found a system that works to the core, this is not a “quick fix” or band-aid philosophy and the staff is always accessible to help with the underlying issues we sometimes are unaware we even have.We invited Chuck to speak at our national conference during that time [...]

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