Do your own research to help illuminate a solution
Posted: Sun May 25, 2025 4:42 am
When a customer expresses a pain point, it’s important to know if it’s an industry-wide issue or something specific to their company. Is it a new, one-off problem, or something more endemic to the company’s history? Your customer won’t always have all the answers. Doing additional research can shed more light on the situation, including asking your sales support and IT teams — teams that nurture and support customers daily — for their perspective. You can also poke around on social media or use social listening tools to see what customers are posting about online.
4: Don’t make assumptions about pain points
Experience and intuition are great tools for a salesperson to have, but be careful not to let them spill over into assumption territory. It’s easy to assume you know what’s afghanistan phone number list causing your prospect pain, only to then lose their business because you got it wrong. Let the prospect tell you what’s really going on and ask questions to get clarity so you don’t make the same mistake I did.
I once worked with a brand manager for a pharmaceutical company, helping to drive physicians to their products. From my perspective, it was a great success. But the brand manager was unhappy. This was puzzling until I realized his frustration was not with our performance but came from deeper issues within his own company’s processes and market positioning.
4: Don’t make assumptions about pain points
Experience and intuition are great tools for a salesperson to have, but be careful not to let them spill over into assumption territory. It’s easy to assume you know what’s afghanistan phone number list causing your prospect pain, only to then lose their business because you got it wrong. Let the prospect tell you what’s really going on and ask questions to get clarity so you don’t make the same mistake I did.
I once worked with a brand manager for a pharmaceutical company, helping to drive physicians to their products. From my perspective, it was a great success. But the brand manager was unhappy. This was puzzling until I realized his frustration was not with our performance but came from deeper issues within his own company’s processes and market positioning.