How to Learn Customer Pain Points

Ever spent time with a prospect who didn't buy? Of course you have.

Is it fun?

不它不是。

Selling to people who can't or won't buyis a huge drain on your sales productivity, budget, and team.

Top two-percenters need to spend time only with prospects who need your help, want your help, and are willing to work with you to solve their problems.

您的前景需要拥有权威和金钱，但是企业痛苦都胜过这两者。如果您的潜在客户没有商业痛苦，则不需要。无需出售就没有希望。由销售人员决定提出有效的销售问题and uncover business pain as quickly as possible.

What are pain points?

Pain points are persistent problems with a product or service that can inconvenience customers and their businesses. Or to simply put it, they’re unmet needs waiting to be satisfied. Any type of customer can have pain points, on an individual level or for companies on a large scale. Let’s look at some common examples.

疼痛点的例子

我们将在本文中进一步分解更多具体的方案，但是对于初学者来说，典型的疼痛点可能是：

• A customer needs a service above their budget：财务限制阻止客户有效地工作，并导致他们寻找更具成本效益的替代方案。
• 其战略中有太多冗余步骤的企业: Too much process lead time costs money and reveals a need to reduce it.
• 部门之间不清楚的沟通: Teams need to find a way to communicate information more properly to reduce errors in process.

这些都是引起“疼痛”或扼杀生产力的情况。解决这些痛苦的第一步是知道如何识别和消除它们，因此让我们讨论如何为客户做。

客户痛点

Whether it’s a complaint about customer service, dissatisfaction with a product or service, or an idea for innovation that has yet to be uncovered — your customer can fill you in. There’s many different ways to identify and treat customer pain points, and the best way to do it is to hear what they have to say.

和客户,在一天结束的时候,是你的信徒ad and butter. They’re a priority whether they are purchasing an end product, or a service to help run their operations. Now let's segway into what it means to have pain points as a business.

Business pain points keep the company from functioning and should be addressed as a priority.

商业疼痛点例子

If your prospects say they’re experiencing employee dissatisfaction and retention issues that are impacting their productivity and hiring, customer churn that impacts their revenue, or a severe lack of leads that make it impossible to hit their revenue goals, you've hit on business pain points.

痛苦是顶级销售人员在他们的前景中寻找的第一件事，因为painis what starts them on a buying journey in the first place and is the driving urgency to find a solution. These are some of the most common types of business pain points your prospects might face along with examples of each:

1. Positioning Pain Points

哪家公司不bob全站app需要收购更多或更好的业务？但是，这个最终目标比实现更容易设定。许多企业可能会理解或认为他们理解的是什么是将其营销和定位努力的原因。以下是一些您可能听到的有痛苦的潜在客户听到的例子：

• “没有人知道我们公司是谁。”bob全站app
• “我们的竞争对手超过我们。”
• “The market is changing, leaving us behind.”
• “Until now, we haven’t considered digital marketing, so we’re behind.”
• “我们的竞争对手比我们在大多数频道上拥有的绿色空间更多。”

Because acquisition is so closely aligned with revenue, successfully identifying a positioning pain and your solution for it is a great way to prove value.

2.财务疼痛点

金钱是业务中的一个大话题，许多业务痛苦是由于缺乏损失而引起的，并由更多业务解决。每个公司都从bob全站app改善财务状况中受益。以下是需要严重解决方案的关键财务疼痛点的一些例子：

• “我们的销量不足以保持照明。”
• “收入增加，但盈利能力很低。”
• “我们没有足够的知名度来知道我们是否正在做出良好的财务决策。”
• “We may be overpaying for equipment and tools, but we don’t know what to cut.”
• “我们有注册，但它们反弹。”

您的产品可能会帮助想要减少支出或更好地管理现金流的企业。

3. People Pain Points

人们是每项业务的核心，通常既构成最大的费用又是最大的资产。如果有以下问题的问题，它可能会在业务的其他领域引起问题：

• "Employee morale is low."
• "We lose our best employees to higher-paying positions elsewhere."
• "Our lack of diversity leads to lack of innovation."
• "We can't trust our middle managers to train and motivate."
• “Our actual company culture doesn’t align with what we declared.”

If your product or service helps organizations manage, incentivize, or delight employees, you'll take the pressure off those at the top and look like a hero to anyone else involved too.

4. Process Pain Points

随着人们的问题而出现操作问题（或者相反）。您的前景知道，取得重复成功的最佳方法是实施可重复的流程。那么问题是：“如何？”他们可能面临着：

• “我们的招聘过程很笨拙，我们很难找到高素质的候选人。”
• “客户流失很高，因为我们的服务部门被淹没并且无法跟上。”
• “We have no system in place to qualify leads.”
• “每个员工的工作流程中都存在不一致之处，这会导致混乱和绩效变化。”
• “我们运行的当前软件已经过bob电竞官方下载时了，但是我们担心过渡到新软件会很难。”

If you unearth process pain points, ask your prospect to envision what a smoothly running company, department, or system would feel like and what kind of difference it would make.

5. Productivity Pain Points

It's the job of managers to remove roadblocks for the team so that things get done, productivity remains high, and profit benefits. That said, it's easy to get stuck in the weeds of the business and fall victim to inefficiencies that waste major time. Here are some examples of productivity pain points in business:

• “我们一直缺少客户的截止日期。”
• "We spend way too much time in meetings."
• “我们的行政工作是失控的。”
• "Quality issues with our product has led to costly recalls and/or customer churn."
• “我们的员工不足以完成他们的任务。”

如果有一些禁止公司及其员工有效地工作的事情，您可以将解决方案定位为时间bob全站app，金钱和头痛。

6.小企业疼痛点

When working in a small business, pain points left unsolved have the potential to halt operations altogether. If your customer is a small business, you need to ask questions that address the many tasks a small team has to complete as opposed to a corporation with more hands on deck. Small business pain points can be across the board such as:

• “Orders consistently ship late and our team is already so stressed trying to keep up.”
• “Sourcing talent best fit for the business hasn’t been easy.”
• “Posting across all of our social media channels is really tedious.”
• “In my business, managing a team is intimidating because I already wear many hats.”
• “Keeping up with accounting grows more complicated as time progresses.”

Many of these issues can be addressed with a product or service offering grounded in current technology and consulting. Small businesses could benefit from workflow automation and proper guidance from experienced professionals.

4 Tips for Addressing Business Pain

Once you identify pain, you can determine how to solve it for your prospect. This is an incredible tool to leverage as a salesperson since you can become a solution-provider rather than a product-seller. Here are three tips to start positioning in this way:

1. Use your prospect's language when talking about pain.

这是一种心理技术，可以通过您的前景来建立信任。与其试图通过依靠行话来使人看起来令人印象深刻，只有您的同事才能理解，而是通过使用他们的语言和术语来表明您认真对待他们的前景。

2.找出谁有权解决痛苦。

Find the economic buyer as quickly as possible. Ask your prospect whose budget a purchase would come out of and what teams would need to be involved in a buying decision. There's little point in spending hours with a person who can't ink a deal.

3. Identify additional key stakeholders as early as possible.

如果您要向多个团队出售，并且一个团队的优先事项与另一个团队完全不同，则需要尽早知道。如果您必须在完成交易之前必须经过两个月的法律审查流程，则需要尽早知道。

Prospects are sometimes worried they'll appear less authoritative if they tell you they're not the sole decision-maker, so I like to use the following questions to avoid that impression:

• Who besides yourself needs to be involved in this decision?
• Who else would want to know that we had this conversation?

4. Frame your offering to reflect the prospect's dilemma.

As you build trust with the prospect and listen to different perspectives, you have to personalize the solution to their specific needs. If your product serves multiple purposes, tell them which features speak to their problems.

Listen and affirm your prospect's pain points while asking for information, and it'll be easier to make your pitch meet everybody's requirements.

Inbound sales is all about empathy. To close more deals and become as helpful as possible, start asking the right questions to the right prospects.