Qualifying a Prospect's PAIN (Need)
People make decisions for two reasons: They are either moving toward pleasure or trying to move away from pain. Although prospects buy emotionally, their decisions are intellectual. The strongest emotion your prospect experiences is pain. Your goal as a salesperson is to get your prospect emotionally involved so he/she will experience pain, and reveal the cause of the pain so you may provide the solution.
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190 Vanderbilt Ave.
Norwood, MA 02062