Home » Blog » Want to sell more? Why ‘pain point selling’ isn’t all that
Are you running an online business and in need of some fresh ideas on how to sell your products or services online?
Knowing how to sell to your audience can be difficult.
But there’s one stand-out sales trend that I’ve been feeling a bit queasy about.
Have you heard the phrase “sell to your customers’ pain points”?
The theory is that when you can learn to uncover your customers’ struggles and difficulties you can angle your selling at this ‘pain point’ to create a solution.
Whilst this does make sense (a business IS essentially a provision of a solution to someone’s problem) I wonder, does that approach actually feel good?
In fact, it’s what tends to make people feel sleazy when they think about selling.
Why? Because when you focus on someone’s problems alone, it feels a bit like you’re focusing on their vulnerabilities (it’s a little bit vampire-esc tbh).
I’m here to show you how to smash the sleaze out of selling!
Rather than focussing on customers’ pains, I suggest zoning in on their goals. Doesn’t that feel so much more uplifting already?
It’s simple really: get really clued up on your customers’ goals, desires, and big picture passions and sell mostly to those.
Think of goal-led selling, or ‘GLS’ if you wanna keep it short and sweet, as the future.
It’s about where your customers want to get to and how you and your product of service can help them.
It’s about lifting up your customer to meet their goal rather than persistently reminding them of their troubles. Feels better right?
What are the benefits of goal-led selling?
It opens their mindset to what their life could be like
It makes them more open to positive change
It feels a lot more exciting energetically for you rather than dwelling on the negative alone
Now I’m not saying never utilise the pain point approach.
Sure, sprinkle it in there once in a while, but be sure to use GLS as the largest part of your delicious selling pie.
Helping your customers’ towards their future self
The journey your customers will go on will look like this:
Do you see those arrows?
They are looking forward to the future, they are not looking back and sitting in the problem.
Your product holds the key to your customers’ future success and satisfaction. By helping them realise this via your goal-led selling you are actively aiding them to meet their future vision, and that is powerful.
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