Tuesday, September 19, 2006

The Pain vs. The Problem - Ari Galper

You know, I'm sure that somewhere in your career
you've heard someone in sales tell you that if you
can 'find someone's pain,' they'll buy what you

What they mean is, if you ask certain questions
designed to get the person you're talking with to
spill their emotions about a need or 'pain' they
have, then all you have to do is show them your
solution and you've got them right where you want
them -- grabbing for their wallet and buying what
you're selling.

In fact, digging for the prospect's pain is still
a common 'technique' taught by many of the
old-school sales trainers today.

I don't know about you, but asking pre-designed
questions that you hope will get someone into an
emotional frenzy, so they'll jump to buy what you
have, feels very manipulative. In fact, I strongly
feel that it's flat-out wrong to manipulate
someone for your own gain.

Growing up with a dad who's a psychologist and who
made it his mission to be sure I could discern
between right and wrong really sensitized me to
these kinds of inauthentic sales techniques.

What continues to surprise me is that these
techniques are considered standard practice in the
business world and that somehow, since 'everyone
else is doing it,' that makes it okay.

History is full of lessons about what can happen
when people start going along with what everyone
else around them is doing, even though they know
deep down that it feels wrong and is wrong.

If you're asking yourself, 'If I don't try to get
at the person's pain, how am I going to sell my
solution?,' that means you're looking at selling
in one narrow way -- with only the goal of making
the sale.

If you're already one of my Mastery Program
clients, you'll realize that what I teach is how
to be a problem-solver.

What that means is having intimate
knowledge of your prospects' problems
BEFORE you approach them.

How is that possible?

Well, that's the system I teach, and it's based on
understanding your prospects' world.

When you follow the Mindset of seeking the truth
instead of being fixated on the sale, you'll find

* You'll get into deep discussions with your
prospects about their problems or issues

* They'll feel understood and not pressured by

* Without you ever trying to 'close' the sale,
it'll happen naturally if there's really a match
between their problem and the solution you offer.

If you've haven't experienced this before, it's
something you'll never forget... it's almost

And the funny thing is, more sales happen because
you AREN'T chasing the sale.

You might be thinking, 'I still don't
understand the difference between the problem and
the pain.'

The difference is really the connection
that's created between the two of you when they
feel you understand them and don't have a hidden
agenda -- instead of trying to engineer pushing
their 'pain button.'

For me, the common belief that playing in the
'gray area' of business, which includes
manipulation, is not okay.

Why? Because when you get down to it, there's
really only one playing field - life - and the more
authentic you are with the people in your life
personally and professionally, the more you honor
them AND yourself... something to think about.

Please let me know your thoughts.

To your success,

Ari Galper
Founder, Unlock The Game

P.S. You can learn more about the
Mastery Program here: http://www.UnlockTheGame.com/LearnMore

Unlock The Game 24112 Park Casino Calabasas, CA 91302
US/CAN: 877-641-3039 UK: 020 815 6147 AUS: 0402 600 387

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