Approaching Pain Points and Balancing Towards and Away From Statements in Sales

Understanding a pain point and exploiting a pain point are two different perspectives. Your expertise allows you to notice the interference and limiting patterns that disrupt people from being authentic, and then helps them to uncover and access the solution within themselves. Marketing to your ideal clients can happen without giving them “little paper cuts” as Nikki says.

Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn why selling pain points isn’t the only way to expand your ideal client base in an on-air coaching call on this episode of the Sales Maven Show.

Crispin Spaeth is a movement and performance coach, and she teaches people to access their natural coordination using something called the Integrative Alexander Technique. Her clients include leaders in business and the arts, and she works with them to connect the dots between their thoughts and actions so that they can communicate more effectively, think more clearly, and stay connected moment to moment, all so they bring their great ideas into the world.

In today’s episode, Nikki and Crispin discuss why you don’t need to hit on pain points in marketing to attract ideal clients. Crispin helps people feel more comfortable in their bodies through coordination and expression. She is very clear that she does not incorporate wording that brings up disconnect or pain in her marketing. Nikki guides the discussion through understanding language and behavioral profiles using “away-from” and “toward” language. 

Nikki explains that this approach highlights if a person is motivated by moving toward what they want or moving away from what they don’t want. Language that resonates with your ideal audience may rely on finding how to touch on a person’s internal motivations. Pain points are not a required tactic in communicating possibility and empathy. Listen as Nikki and Crispin get playful to consider the phrases that can resonate with ideal clients and reflect the values of the brand.

Nikki invites you to join the Sales Maven Society, don't miss this opportunity for you and Nikki to work together. Bring your questions, concerns, sales challenges, and she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!

In This Episode:

[00:42] - Welcome, and thank you for listening!

[03:00] - Crispin Spaeth helps people to feel more comfortable in their bodies through coordination and expression.

[05:30] - How does Crispin typically work with people?

[07:07] - What is Integrative Alexander Technique?

[09:27] - You don’t need to hit on pain points in marketing to attract ideal clients.

[12:10] - When envisioning your marketing, think about motivational traits.

[14:10] - Nikki describes how to use away-from and toward language that talks directly to ideal clients.

[16:24] - Nikki and Crispin consider phrases that can be interpreted as away-from and toward language.

[18:39] - Get playful.

[21:02] - What’s stopping you?

[23:41] - Nikki shares the three things that commonly interfere with someone moving forward. 

[26:03] - Messaging isn’t about giving the solution. It communicates a spark of possibility and empathy.

[28:02] - Speak to people with your truth.

[30:55] - Continue to embrace how you identify. 

[33:03] - Crispin mentions this particular takeaway from Nikki’s training.

[36:06] - Thank you for listening. Nikki is so grateful you are here!

Find Nikki:

Nikki Rausch

nikki@yoursalesmaven.com

@yoursalesmaven

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Sales Maven Society

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Crispin:

Crispin Spaeth

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Free Training

www.crispinspaeth.com/maven