{"id":12721,"date":"2021-03-05T16:16:28","date_gmt":"2021-03-05T16:16:28","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/the-gift-of-desperation\/"},"modified":"2023-07-03T08:59:31","modified_gmt":"2023-07-03T08:59:31","slug":"the-gift-of-desperation","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/the-gift-of-desperation\/","title":{"rendered":"The Gift of Desperation"},"content":{"rendered":"\r\n

In the world of Sandler selling, \u201cPain\u201d is a compelling emotional reason to do something different.\u00a0 No pain, no sale.\u00a0 The simplest way to stop behaving like a traditional <\/em>salesperson is to embrace the mindset of a physician (i.e. diagnostician) who is simply searching for people who suffer from the problem(s) you solve and are committed to fixing them.\u00a0<\/p>\r\n\r\n\r\n\r\n

With the word \u201ccommitted<\/em>\u201d in mind, here\u2019s a trivia question for those already familiar with the Sandler Selling System:\u00a0\u00a0 What\u2019s the final question of the Sandler Pain Funnel?<\/strong><\/p>\r\n\r\n\r\n\r\n

While you give this some thought, let\u2019s consider why many pain discovery conversations don\u2019t get this far down the pain funnel in the first place. \u00a0Sometimes, salespeople simply haven\u2019t created an atmosphere of trust and comfort, so both the seller and buyer grow impatient after a couple of questions and awkwardly, clumsily move forward in the process.\u00a0 Other times, salespeople get excited at the sign of a positive buyer, perhaps even excited to help out a person in need, and they rush ahead in the process without exploring the pain further.\u00a0 It\u2019s this second scenario that we\u2019re exploring right now.<\/p>\r\n\r\n\r\n\r\n

The answer to the trivia question is:\u00a0 Have you given up trying to deal with the problem?<\/strong>\u00a0 With this in mind,\u00a0let\u2019s think for a moment about why asking our prospects to reflect upon this question, regardless of the answer, is the ultimate goal of the Sandler Selling System.<\/p>\r\n\r\n\r\n\r\n

Greatness in life is almost always inspired by adversity.\u00a0 There are countless examples in real life, and many that we\u2019ll never know about due to the personal nature of these challenges (i.e. Health Issues, Career Instability, Marital Problems, Substance Abuse, etc.).\u00a0 Folks don\u2019t face most of these problems, becoming open-minded to major changes, until their forced to because it\u2019s absolutely necessary \u2013 when they\u2019ve become desperate.\u00a0<\/p>\r\n\r\n\r\n\r\n

In fiction, we draw inspiration from watching our hero\u2019s rise from the depths of desperation.\u00a0 In the Marvel comic movie series, for example, every hero is born from a triumph over adversity.\u00a0 In the case of Ironman and Robert Downey Jr., this can be said of both the character and actor.<\/p>\r\n\r\n\r\n\r\n

However, if they knew the end result would be heroism, the decision for these people (real and fiction) to change would have happened much sooner.\u00a0 The truth is, at the time of their decision to change, they had no other options remaining.\u00a0 They had the gift of desperation.<\/p>\r\n\r\n\r\n\r\n

So, please hear me when I say:\u00a0 Don\u2019t deprive your prospects of the gift of desperation<\/strong>.<\/p>\r\n\r\n\r\n\r\n

Here\u2019s two ways to do this more effectively:\u00a0 1) Sales is not a place to get your emotional needs met.\u00a0 No matter how anxious or excited you are, stay in your adult ego (i.e. calm and collected) and stick to the process.\u00a0 2) Play dumb.\u00a0 Sometimes it\u2019s the only thing you can think to do.\u00a0 Our heads are filled with so much knowledge and experience that it\u2019s often nearly impossible to prevent it from pouring out of our mouths.\u00a0 If needed, even stop yourself mid-sentence, then stick to the system.<\/p>\r\n\r\n\r\n\r\n

When qualifying prospects, succumbing to your emotional needs and\/or desire to display your product knowledge will only deprive your prospect of this gift of desperation.\u00a0 So, muster every bit of courage, patience, and discipline to ask the right questions (i.e. The Pain Funnel), leading them upon a path of their own self-discovery, ending with a simple \u201cYes\u201d to the question, \u201cHave you give up trying to deal with the problem?<\/strong>\u201d<\/p>\r\n\r\n\r\n\r\n

Once you\u2019ve heard this \u201cYes,\u201d it\u2019ll be much easier to guide them through the remainder of the sales process, ending with them embracing a change (i.e. Your product or service) that will have a positive impact upon their life.\u00a0 How often do we make it through the entire Pain Funnel?\u00a0 Not as often as we like.\u00a0 But hey \u2013 we strive for progress, not perfection.\u00a0<\/p>\r\n\r\n\r\n\r\n

Check out this podcast to learn more<\/strong><\/a>.<\/p>\r\n","protected":false},"excerpt":{"rendered":"

In the world of Sandler selling, \u201cPain\u201d is a compelling emotional reason to do something different.<\/p>\n","protected":false},"author":167,"featured_media":12722,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1057,1154,1147],"class_list":["post-12721","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-professional-development","tag-professional-growth","tag-professional-success"],"acf":[],"yoast_head":"\nThe Gift of Desperation - Sandler<\/title>\n<meta name=\"description\" content=\"In the world of Sandler selling, \u201cPain\u201d is a compelling emotional reason to do something different.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/the-gift-of-desperation\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Gift of Desperation - 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