Selling Pain: The Wedding-band Coffin

The ultimate gift for that friend who just waded through a messy divorce – a coffin to inter his or her wedding ring.

Wedding Band Coffin

A hilarious idea, a brilliant idea, a unique idea for a product that plays on the prospect’s pain.

How well do you turn negative emotions into positive sales opportunities?

We grew up with the classic sales approach – sell with features and benefits! So why are so many prospects so resistant to this strategy?

Because we now know that, statistically, 40% of the population does not focus on all the good things they get from buying. Rather, they focus on all the bad things they avoid –  the problems that need solving. So these people make their buying decision based on addressing trouble, not getting the goodies you offer.

Every sales pros should have two scripts in their briefcase, on the computer, in their head. One would be full of benefits language, the other packed with problem solving ideas that your product or service offers.

Use the right language at the proper time, marry your motivation to your prospect’s perspective, and that’ll get you the best answer to any closing question you choose to use:

“I do.”

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