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How to Use Prospect Pain
to Generate Leads
Michael Halper
Founder and CEO
SalesScripter
Why Focus on Pain
Why Focusing on Pain is Difficult
How to Identify the Pain You Help With
How to Get Pain into Conversations
We are more motivated to fix what
is not working
A Good Way to Grab Someone’s
Attention
How to Effectively Use Email as a Sales
Prospecting Tool
https://salesscripter.com/how-to-effectively-use-
email-as-a-prospecting-tool/
An Efficient Way to Explain What You Do
Why Focus on Pain
Why Focusing on Pain is Difficult
How to Identify the Pain You Help With
How to Get Pain into Conversations
Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits
Common problems (Pain)
Questions probing for
problems
Differentiation
Customer examples
ROI
Goal: Starting conversation
A campaign is a set of collection of what can be said while trying to drive
demand for a product (group of products) targeted to a particular audience.
Phone calls
Voicemails
Emails
Networking
Social Media
Website
Email Marketing
Marketing Collateral
Salesperson Audience
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Product A
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Product B Businesses
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Product C
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Product A Manufacturers
Product A Retailers
Product A Medical
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Product A Manufacturers
Product A Retailers
Product A Medical VP of IT
VP of HR
CFOs
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Product A Manufacturers
Product A Retailers
Product A Medical VP of IT
VP of HR
CFOs
IT Manager
IT Director
VP of IT
Prospects deny or are unaware of pain
You don’t have much time to work with
Why Focus on Pain
Why Focusing on Pain is Difficult
How to Identify the Pain You Help With
How to Get Pain into Conversations
Identifying the Pain You Help With
Your Product
1. Gym Membership
Features
1. Weights
2. Exercise equipment
3. Classes
4. Pool
5. Sauna
Product
Identifying the Pain You Help With
The Value You Offer
1. Lose weight
2. Get healthier
3. Get more attractive
4. Decrease stress
5. Increase energy
6. Decrease medical expenses
Product Value
Your Product
1. Gym Membership
Features
1. Weights
2. Exercise equipment
3. Classes
4. Pool
5. Sauna
Identifying the Pain You Help With
The Pain You Resolve
1. Can be difficult to lose weight
2. Not as healthy as they should be
3. Don’t have self confidence
4. A lot of stress in daily life
5. Often tired and fatigued
6. Spending too much on medical expenses
Product Value Pain
The Value You Offer
1. Lose weight
2. Get healthier
3. Get more attractive
4. Decrease stress
5. Increase energy
6. Decrease medical expenses
Three Levels of Pain
Technical Pain
• Processes
• Systems
• People
Slow, broken, or manual processes
Poor system or employee performance
Lack of reliability
Business Pain
• Revenue
• Costs
• Services
Low revenue / market share / close rate
High cost of goods sold / labor cost
Poor delivery of services
Personal Pain
• Income
• Career
• Work Environment
Low bonuses, commissions, compensation
No recognition, no promotions / career path
High workload, poor work–life balance
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Phone calls
Voicemails
Emails
Networking
Social Media
Marketing
Product A Manufacturers
Product A Retailers
Product A Medical VP of IT
VP of HR
CFOs
IT Manager
IT Director
VP of IT
Develop one
campaign
Incorporate and
use campaign and
sales tools
Develop additional
campaigns
Why Focus on Pain
Why Focusing on Pain is Difficult
How to Identify the Pain You Help With
How to Get Pain into Conversations
Ask questions to probe for pain
Identifying the Pain You Help With
Questions Should Ask
1. How important is it for you to lose weight
or get in better shape?
2. How much of a priority is it for you to get
healthier or live a healthier lifestyle?
3. How do you feel about your level of self-
confidence?
4. On a scale from 1 to 10, how stressful do
you think your daily life is?
Product Value Pain Qualify
The Pain You Resolve
1. Can be difficult to lose weight
2. Not as healthy as they should be
3. Don’t have self-confidence
4. A lot of stress in daily life
5. Often tired and fatigued
6. Spending too much on medical expenses
Share examples of common problems (pain)
SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
• By creating clarity for what to say and do, we will help you (your salespeople) to be SMART.
• By asking good questions, you will appear SMART.
• By appearing SMART, you will be able to make a better impression with the prospects you talk to.
• Having more information will make you SMART and this will help you to make better decisions
regarding what you do with your time and the prospects your pursue.
• By making SMART decisions, you will be more able to use your time wiser and get the most out
each day and week.
• By being SMART, you will position yourself to sell more and your job will be easier and less
stressful.
SMART Sales System
SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools
Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter

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How to Use Prospect Pain to Generate Leads

  • 1. How to Use Prospect Pain to Generate Leads Michael Halper Founder and CEO SalesScripter
  • 2. Why Focus on Pain Why Focusing on Pain is Difficult How to Identify the Pain You Help With How to Get Pain into Conversations
  • 3. We are more motivated to fix what is not working
  • 4. A Good Way to Grab Someone’s Attention
  • 5. How to Effectively Use Email as a Sales Prospecting Tool https://salesscripter.com/how-to-effectively-use- email-as-a-prospecting-tool/ An Efficient Way to Explain What You Do
  • 6. Why Focus on Pain Why Focusing on Pain is Difficult How to Identify the Pain You Help With How to Get Pain into Conversations
  • 7. Product Selling Sales Pitch Consultative Selling Sales Pitch Company Product Features Pricing Goal: Closing sale Benefits Common problems (Pain) Questions probing for problems Differentiation Customer examples ROI Goal: Starting conversation
  • 8. A campaign is a set of collection of what can be said while trying to drive demand for a product (group of products) targeted to a particular audience. Phone calls Voicemails Emails Networking Social Media Website Email Marketing Marketing Collateral Salesperson Audience
  • 9. Phone calls Voicemails Emails Networking Social Media Marketing Product A Phone calls Voicemails Emails Networking Social Media Marketing Product B Businesses Phone calls Voicemails Emails Networking Social Media Marketing Product C
  • 10. Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Product A Manufacturers Product A Retailers Product A Medical
  • 11. Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Product A Manufacturers Product A Retailers Product A Medical VP of IT VP of HR CFOs
  • 12. Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Product A Manufacturers Product A Retailers Product A Medical VP of IT VP of HR CFOs IT Manager IT Director VP of IT
  • 13. Prospects deny or are unaware of pain
  • 14. You don’t have much time to work with
  • 15. Why Focus on Pain Why Focusing on Pain is Difficult How to Identify the Pain You Help With How to Get Pain into Conversations
  • 16. Identifying the Pain You Help With Your Product 1. Gym Membership Features 1. Weights 2. Exercise equipment 3. Classes 4. Pool 5. Sauna Product
  • 17. Identifying the Pain You Help With The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses Product Value Your Product 1. Gym Membership Features 1. Weights 2. Exercise equipment 3. Classes 4. Pool 5. Sauna
  • 18. Identifying the Pain You Help With The Pain You Resolve 1. Can be difficult to lose weight 2. Not as healthy as they should be 3. Don’t have self confidence 4. A lot of stress in daily life 5. Often tired and fatigued 6. Spending too much on medical expenses Product Value Pain The Value You Offer 1. Lose weight 2. Get healthier 3. Get more attractive 4. Decrease stress 5. Increase energy 6. Decrease medical expenses
  • 19. Three Levels of Pain Technical Pain • Processes • Systems • People Slow, broken, or manual processes Poor system or employee performance Lack of reliability Business Pain • Revenue • Costs • Services Low revenue / market share / close rate High cost of goods sold / labor cost Poor delivery of services Personal Pain • Income • Career • Work Environment Low bonuses, commissions, compensation No recognition, no promotions / career path High workload, poor work–life balance
  • 20. Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Phone calls Voicemails Emails Networking Social Media Marketing Product A Manufacturers Product A Retailers Product A Medical VP of IT VP of HR CFOs IT Manager IT Director VP of IT
  • 21. Develop one campaign Incorporate and use campaign and sales tools Develop additional campaigns
  • 22. Why Focus on Pain Why Focusing on Pain is Difficult How to Identify the Pain You Help With How to Get Pain into Conversations
  • 23. Ask questions to probe for pain
  • 24. Identifying the Pain You Help With Questions Should Ask 1. How important is it for you to lose weight or get in better shape? 2. How much of a priority is it for you to get healthier or live a healthier lifestyle? 3. How do you feel about your level of self- confidence? 4. On a scale from 1 to 10, how stressful do you think your daily life is? Product Value Pain Qualify The Pain You Resolve 1. Can be difficult to lose weight 2. Not as healthy as they should be 3. Don’t have self-confidence 4. A lot of stress in daily life 5. Often tired and fatigued 6. Spending too much on medical expenses
  • 25. Share examples of common problems (pain)
  • 27. SMART Sales System Sales Methodology Software Platform Professional Services
  • 28. SMART Sales System Sales Methodology Software Platform Professional Services
  • 29. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  • 30. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
  • 31. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  • 32. • By creating clarity for what to say and do, we will help you (your salespeople) to be SMART. • By asking good questions, you will appear SMART. • By appearing SMART, you will be able to make a better impression with the prospects you talk to. • Having more information will make you SMART and this will help you to make better decisions regarding what you do with your time and the prospects your pursue. • By making SMART decisions, you will be more able to use your time wiser and get the most out each day and week. • By being SMART, you will position yourself to sell more and your job will be easier and less stressful. SMART Sales System
  • 33. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
  • 34. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

Editor's Notes

  1. Now let’s dig a little deeper into what pain can look like. There are actually three levels of pain. At the lowest level, you have technical pain. This is when things are technically not working well or could be better, and can be often found at the areas of systems, processes, or people. When pain is experienced at the technical level, that will usually trickle up and cause pain at the business level. This is where a prospect begins to feel negative impacts in the areas of revenue, costs, and the delivery of services. The pain does not stop their as it can continue on work its way up to impact your prospects at a personal level. This is when the technical and business pain starts to impact the individuals in areas like workload, compensation, job security, career growth, and even spill over into their personal life as well.