August 2008
Find the Pain and Fix it
I think this phrase was originally coined to help Emergency Room personnel focus on their primary goal with patients, but it also has merit in many roles in the business setting—especially in sales.
If you are wondering how to make your company or your product recession-proof, take some time to think about the find-the-pain-and-fix-it concept while focusing on your clients and prospects. What does that particular client really want and need? Is it to hit their goals? Wow their customers? Retain their employees? Win back their market share? Try and stay away from the “universal truth” kind of thinking (e.g., wanting more customers; everyone wants more customers!) as that will just keep you where you are now. Instead, take time to really contemplate your prospects and customers and their unique issues. Try and figure out where their pain is by listening, asking great questions, and not focusing on what you want and need.
Then, fix it.
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Prepared exclusively for clients of Brenda Abdilla and Management Momentum
