I remember the day I became a pain-junkie.
It was pretty damned exciting.
I don't mean self-inflicted pain.
I am talking about my prospect's pain.
I remember it well.
I had my questions all planned in advance.
I knew what I was going to ask to find the pain. And I knew
what I was going to ask to stick the knife, twist it around,
and make it hurt.
All I needed was a prospect.
And then the phone rang.
My lead generation efforts had paid off.
Someone was calling me wanting to find out about my
As I picked up the phone, I put myself into high "On" mode.
I used all the rapport techniques I had studied, practiced,
I started asking the pain questions, used my control
questioning technique to keep control of sales call, found
the pain, and magnified it with more questions.
I leverage that pain into a commitment. A commitment by my
prospect to make a decision, yes or no, then and there with
me while we were both on the phone.
Commitment secured, I finally "presented". I discussed how
my service worked, what my prospect could expect to get from
it, what my qualifications were, and what the prices of the
package options were.
We discussed it a bit, and he made a decision. Just like he
committed to doing.
I had a new customer.
And I got paid.
I was so ecstatic, I had to hold back from laughing out
I mean, I knew exactly what I was doing every step of the
way. Once I had found pain that I knew I could do an
excellent job of solving, I knew I had about 60-70% chance
of closing this prospect.
And when I got the commitment that he would make a decision,
I knew that my chance of closing had just risen to about
I wanted to laugh, because for the first time in years, I
felt fully in control of the sale.
My transformation was complete.
I had become addicted to pain.
I had become a pain-junkie.
Selling hasn't been the same for me ever since. It's sooo
much more fun now.