Leverage pain, close more deals

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It’s Friday. Did you know that understanding a prospect's "pain threshold" can be worth more than a golden handshake? If you master this skill, your sales will skyrocket.

In today's newsletter, you're going to learn how to use the pain threshold concept to close more deals.

But first, how would you like to WIN a call with Jordan? 🐺 ☎️

In today’s edition:

• How you identify the customer’s pain point

• How to future pace pain points to close more deals

Read time: 4 minutes

INSIGHT

Identify the Customer’s Pain Threshold 🤕

The Big Picture: Understanding and leveraging the "pain threshold" is a powerful tool in sales and influence.

Why it Matters: People are more likely to take action and make purchases when they're experiencing pain or discomfort. Recognizing and addressing this pain can significantly increase your chances of closing a deal.

What You Should Know: There are 3 key elements to effectively using the pain threshold concept:

• Identify the Pain: Actively seek out and understand where your prospect's pain points lie.

• Amplify if Necessary: Elegantly emphasize the consequences of not addressing the pain.

• Lower Action Threshold: Use pain points to reduce resistance to taking action.

Additional Insights:

1. In the absence of pain, people buy only when something is a perfect fit.

2. Pain can override usual decision-making patterns

3. Effective use of the pain threshold concept doesn't mean making prospects hate you — they should still like and trust you.

4. Leveraging pain points is part of a larger sales strategy that includes elements like unconscious communication and tonality.

However, the worst thing you can do is put the customer in short-term pain. Instead, you should future pace the pain… 👇

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ACTION

How to Future-Pace Pain Points 🔮

The worst thing a salesperson can do is put the prospect in short-term pain. Instead, “what you should do is future pace your prospects and build on the potential pain they may feel if they do not buy your product.” Here’s how:

1. Identify Current Pain Points

   • Listen actively to your prospect's concerns

   • Ask probing questions to uncover underlying issues

2. Validate the Pain

   • Acknowledge the prospect's concerns

   • Show empathy and understanding

3. Project Positive Future Outcomes

   • Use vivid, sensory language to describe a positive future

   • Focus on benefits and emotional rewards

   • Insurance: "Imagine how relieved you'll feel knowing your family is protected, no matter what happens in the future."

   • Financial Planning: "Picture yourself in 10 years, enjoying the lifestyle you've always dreamed of because of the smart financial decisions you make today."

   • Software: "Envision how much more efficiently your team will work six months from now with this software streamlining your processes."

4. Contrast with Potential Negative Outcomes

   • Gently highlight what might happen without action

   • Keep the focus on the positive alternative

   • Real Estate: Instead of "This house won't be on the market tomorrow," try "Imagine coming home to this beautiful space every day, creating memories with your family for years to come."

   • Fitness Equipment: Instead of "You're risking your health," try "Think about how great you'll feel next summer when you're in the best shape of your life, thanks to consistent workouts with this equipment."

5. Bridge to Your Solution

   • Explain how your product/service leads to the positive outcome

   • Use specific features that directly address their pain points

   • Business Consulting: "Visualize your business a year from now - more efficient, more profitable, and leaders in your industry because of the strategies we'll implement together."

6. Call to Action

   • Propose next steps to achieve the positive future

   • Make it easy for the prospect to take immediate action

   • Car Sales: "Picture yourself driving this new car, enjoying the latest safety features and technology, and not worrying about unexpected breakdowns or costly repairs. Shall we start the paperwork to make this a reality?"

The goal is to help prospects make informed decisions by focusing on positive outcomes, not to manipulate or create false fears.

One Funny Thing 🤣 

Publisher: Jordan Belfort

Editors in Chief: Brock Swinson and Davis Richardson