Only focusing on a prospect's pain? You're missing half the story.

Most sales advice suggests that to sell products and services as solutions to needs you must uncover your prospect’s pain.

The reasons are simple:

• If the prospect communicates his business afflictions to you, then it is likely that he will want them to go away if it’s possible, and if it makes sense to invest the time, money, and brainpower to get rid of them.


• Each affliction you uncover gives you the chance to explore it fully to discover its true business impact.

• Uncovering and discussing one affliction can lead to other afflictions, which the prospect may not have been thinking about in the first place.

Uncovering your prospect’s afflictions is a crucial step in the business development process.

But focusing only on afflictions can do you a disservice because problems and pain are only half the story.

Master the 4 types of sales objections, and you'll be on the road to much greater sales success.

An objection is not a rejection; it is simply a request for more information.

- Bo Bennett

Are you the type of person who quickly deals with sales objections, providing answers immediately, trying to overcome them as quickly as possible and move towards the close?

If so, you are probably not:

• Taking the time to fully understand the objection and what’s behind it by asking clarifying questions


• Dealing with the issue thoroughly enough and to the level of satisfaction the prospect desires


• Presenting a compelling enough argument to overcome the objection and ultimately win the business

Imagine you have a $450,000 deal on the line. You are at the altar. Six months have gone into this deal and uncountable hours. You can see the finish line… you just have to overcome the last few objections. All too many sales fall apart late in the game because sellers are so anxious to rush through this crucial phase in the sales process. I have consistently seen objections mishandled because sellers simply do not understand the basis for the actual objection.

Is there a silver bullet key to sales success?

Wouldn’t it be great if there were a silver bullet that would make you more successful in your sales efforts? One thing you could do to really boost your sales success?

I hate to disappoint, but the reality is, there is no silver bullet. Sales success takes hard work and commitment along with skill and savvy.

While there is no one thing that will work for you, there are a number of things you can do to help boost your overall success. You can start by following these 10 sales tips...