“Time cures all wounds.”
We have heard this saying before, and in many situations, it is absolutely true. Unfortunately, it certainly applies to your pipeline.
In Sandler, the 3rd compartment to the Sandler Selling System is PAIN – more specifically, finding actionable pain. The vast majority of your prospects will have some level of Pain - a gap between where they are now and where they want to be. But, is it enough to do anything about it?
When we use the Sandler Pain step appropriately it helps the prospect verbalize their issue, what their issue is costing them, and the impact that pain has caused them specifically. There is an emotional connection to the pain, and that emotion is what drives your prospect to act.
When we find actionable pain it is imperative that we gain commitment to taking action and establish a timeline. A clear up-front contract (another Sandler tool) for what happens next to establish a Clear Future. Allowing the prospect at this point to go into Step 4 of the Buyers System and hide will allow time to heal the pain they are experiencing.
Remember when working an opportunity, TIME KILLS DEALS. Take the image below and make it your computer desktop image, you will get more opportunities to the finish line, faster.
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