What Is Your Pain?

The worst question, of course, which was a big question in the 80s when the great Nail Rackham was creating a constant selling was, what is your pain? What keeps you up at night? The great salespeople start with that. They know not the question, but they know what the pain is because it's pretty obvious to see it. Being the world from their eyes will help you win temporarily dropping your agenda to focus on them. No, that's very powerful. And actually, it goes back to the win-win. How are we? We want to help the customer solve their problems. A lot of times we need the customer to help us understand what we're