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About this lesson
In this video you will learn how to gain leverage on every prospect you come in contact with.
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Hurts So Good .docx55.9 KB Hurts So Good - Solution.docx
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Quick reference
Hurts So Good
Learn how to gain leverage on every prospect you come in contact with.
When to Use
Always connect your prospect to their pain, to their challenges or to the void your product or service is going to fill by asking intelligent questions.
Instructions
We are in the business of providing solutions for our clients. In order to provide a solution, there has to be some sort of challenge or void that we need to fill with our product or service.
Make sure our client is associated with that challenge.
Start by asking your prospect, “What are the biggest challenges you are facing in ___________ right now?” Then follow up with “How does that affect_________?” Finally, ask the prospect “Tell me more.”
You want to get as much information as possible on the front end to make your case that your product and service will help fill their void.
Once you have asked the questions, repeat back the challenges and how it affects ________ to the prospect. This allows the prospect to make changes and allows you to confirm that you heard things correctly.
Next, ask, “If I could show you how our (Product/ Service) could help you ______________, would this be something you are willing to invest in today?”
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- 00:04 In this video, we're gonna continue with step five,
- 00:07 the Horatio effect, asking intelligent questions.
- 00:11 I call this next section, hurts so good.
- 00:14 Hurt so good.
- 00:15 Kinda like that John Mellencamp song, right?
- 00:17 It hurts so good.
- 00:19 Why do I call it, hurts so good?
- 00:22 Because we are in the business of providing solutions for
- 00:26 our clients, correct?
- 00:28 Absolutely, so in order to provide a solution,
- 00:31 there has to be some sort of challenge.
- 00:35 Some sort of difficulty.
- 00:37 Some sort of void that we need to fill with our product or service.
- 00:41 If not, there's no reason to be on that sales call, okay?
- 00:45 We wanna make sure that there's a need, that there's a challenge.
- 00:48 So, what we need to do is make sure that our client,
- 00:51 that our prospect, is associated with whatever that challenge is.
- 00:56 Because challenges typically, equals some sort of pain, right?
- 01:00 You may hear people talk about pain points, pain points.
- 01:03 It doesn't sound so positive.
- 01:05 But what we really wanna know is that, hey, maybe we don't call it pain point,
- 01:09 maybe we call it a challenge.
- 01:10 What kind of challenge are we going to assist our clients, or
- 01:13 potential clients, in overcoming, okay?
- 01:16 So you might ask a prospect,
- 01:17 what are the biggest challenges you're facing in your business right now?
- 01:22 Or in your industry?
- 01:24 Or in a particular product or service that you're offering?
- 01:28 Okay, so for us, we're a training company.
- 01:30 So I might ask the prospect,
- 01:31 what are the biggest challenges you're facing in your training right now?
- 01:36 Boom, okay?
- 01:38 So, and then, I'll do a follow up question.
- 01:40 How does that affect, blank?
- 01:42 Right, so I might say, how does that affect your bottom line?
- 01:47 And they'll tell me, and I'll tell them, tell me more, right?
- 01:52 Again, I'm like a detective, right?
- 01:54 I'm just trying to get that story.
- 01:57 I wanna get as much information as I can, so I can make my case.
- 02:02 Okay, you have to do this on the front end.
- 02:04 I see so many sales people that gloss over these steps.
- 02:08 They either don't know or they think there's not enough time, right?
- 02:12 But you have to go step-by-step if you wanna get the result on a more
- 02:17 consistent basis.
- 02:18 If you wanna explode your sales, you have to do these step-by-step.
- 02:22 You lay the foundation, and then you do step-by-step.
- 02:26 You don't cut corners.
- 02:27 When you start cutting corners, you're starting to cut corners off your paycheck.
- 02:31 You're starting to cut corners off the quality of service that you're gonna
- 02:34 deliver, okay?
- 02:36 Got this. So, hurts so good.
- 02:38 Ask the prospect,
- 02:39 what are the biggest challenges you're facing in your business right now?
- 02:41 How does that affect your bottom line, tell me more, okay?
- 02:45 Next, what do we do next?
- 02:47 We've already learned.
- 02:48 You wanna repeat back the challenges and
- 02:52 how it affects their business to the prospect, okay?
- 02:56 So in my example, in training, I'm gonna ask him,
- 02:58 what are the biggest challenges that you're facing in training right now?
- 03:02 How does that affect your bottom line?
- 03:04 Tell me more, and then I'll repeat back the challenges in how it affects
- 03:09 the training in the bottom line to the prospect, okay?
- 03:13 And again, now they're open, they can change anything they wanna change,
- 03:16 they can add anything they wanna add.
- 03:18 I'm confirming.
- 03:19 And by the way, do I look pretty professional when I'm asking questions and
- 03:23 I'm repeating it back to them exactly how they had it?
- 03:27 Absolutely.
- 03:28 If you're doing that, you're going to be the professional.
- 03:31 That's another way that you can stand out with your service
- 03:34 to show them that you are professional.
- 03:37 Good job.
- 03:38 Okay, next.
- 03:39 Ask if I could show you how our product or service,
- 03:43 could help you overcome whatever challenge,
- 03:47 would this be something you're willing to invest in today?
- 03:52 Boom.
- 03:54 Now, I've asked you all these questions, right?
- 03:57 There's something called the law of consistency.
- 04:00 In the law of consistency, when I tell you something,
- 04:03 now my brain wants to stay consistent to what I told you, okay?
- 04:08 It's a social phenomenon, they've done tons of research on it, it's awesome.
- 04:12 So, if you can get your prospect to tell you what the challenge is,
- 04:16 what they're expecting from your product or service.
- 04:20 Now, when you ask them the question, hey, if I could show you how our product or
- 04:25 service can help you overcome this challenge, or achieve this goal.
- 04:29 Will this be something you're willing to invest in today?
- 04:31 And if it is, they'll say yes, if not, they'll say no.
- 04:35 And that's a narrow question, cuz we need to understand if they might say no like,
- 04:39 hey, we have to go through a committee.
- 04:41 I can't make a decision with that.
- 04:43 Boom, now you know there's a committee involved.
- 04:46 So how can you get in front of the committee?
- 04:48 Okay, so now you're gathering this information.
- 04:51 If they say yes, then boom, that means you've got to show
- 04:55 how your presentation can help them overcome this particular challenge, or
- 04:58 whatever the things are that they wrote for you, okay?
- 05:01 Make sense?
- 05:02 Good, let's do a quick recap.
- 05:04 Hurt so good, you have to connect your prospect to their pain or
- 05:09 to their challenges, or to their void that you're gonna fill, whatever it is.
- 05:13 So, ask the prospect, what are the biggest challenges you're facing in your
- 05:18 business right now, or in your industry right now?
- 05:21 How does that affect the bottom line?
- 05:23 How does that affect team morale?
- 05:25 Tell me more.
- 05:26 Repeat back the challenges and how it affects the business, right?
- 05:30 Or whatever it is to the prospect.
- 05:33 And ask, if I could show you how our product or
- 05:36 service could help you with whatever challenge it is,
- 05:39 would this be something you're willing to invest in today?
- 05:43 These are intelligent questions.
- 05:45 They're gonna get you the information you know to make that sale.
- 05:49 That make sense?
- 05:50 Okay, good.
- 05:51 Take these, practice them.
- 05:53 Practice them in the mirror.
- 05:54 Practice them with your boss.
- 05:55 Practice them with your colleagues, your kids, your significant other.
- 06:00 Okay, get it in your bones, get it in your blood, get it in your system,
- 06:04 get it in your head.
- 06:05 Okay, and this gonna start flowing.
- 06:06 And you're gonna find that when you do this, don't take my word for it,
- 06:10 get out there, try it and you're gonna be astonished at the results.
- 06:14 It makes your life so much easier, okay?
- 06:17 And were gonna continue with the steps and it's gonna get better and better,
- 06:20 I promise.
- 06:21 I'll see you in the next video.
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