Shoulda’, Coulda’, Woulda’: The Pain Bridge for Fun and Profit!

You try a SAYA sale and it doesn't work the way it was supposed to.

1. What actually happened and why? 
2. I wish I woulda’...!
3. Now that it’s over, what could I do? 

Send me a selling situation you’ve encountered that didn’t go the way you expected. I’ll attempt an autopsy what could help you and others to avoid those pitfalls. 📧 [email protected]

So…in a recent conversation with a high-ranking Sales Club member, the question that surfaced had to do with “how do you get into a conversation, aimed at selling (up-selling) to an existing customer?”

A great question because if you have existing clients or customers they are good resources for referrals and introduction…and buying more stuff from you!

Don’t get careless though; just because they bought once doesn’t necessarily indicate that they’ll just buy again. You must use the SAYA system even if the opportunity seems straightforward…better to slow down then get on the roller coaster.

There are several situations where “selling” becomes the correct tactic.

1. You’re invited to meet with a suspect. This is our conventional scenario. The Seller starts with the Expectation Check.

“Thanks for inviting me to meet with you. We spoke of 60 minutes as the necessary time. Are you still OK for that timeframe? Do you have a hard stop?”

Then:

THEIR AGENDA

YOUR AGENDA

POTENTIAL NEXT STEPS

PAIN BRIDGE

2. You’re making a call to an existing client/customer and the conversation has a neutral feel to it. You ask how things are going, and the answer is what you hope for “OK, Rush. Not much going on to speak of.” (this neutral response doesn’t directly open the door for a sale; that doesn’t mean there isn’t something there, you might just have to work for the opening.)

It’s a lot like fishing. Your client is the pond in which you suspect there are fish (problems) lurking. You select a bait to test their appetites. If that doesn’t get them to bite, you try another.

You may decide after trying a few different baits that there are no hungry fish. Oh, well. Try another fishing spot.

A more human example:

Your company sells swimming pools and hot tubs, and your client recently bought a swimming pool:

• The baits you’re gonna’ try are:
  • An ozonator to replace the chemicals you use – “How do you feel about having to test your water every day and add chemicals?”
  • A robot pool cleaner – “I was just speaking with another pool owner, and they were frustrated because they had to vacuum at least twice a day. How about you?”
•  If either of those, or any other feature, seem to elicit interest, you immediately start a DICE panel with them “Wow. Could you tell me a little more about that?”

3. An existing client calls you with a problem.

• This is very direct. The problem they called you for becomes your initial premise for the conversation. Do the best you can to fix the problem.
• When that is resolved, find another bait to cast in the water and see if anything bites.

Your key to selling and upselling is having a thorough knowledge of your optional choices of bait! Have a robust Pain Map and a command of the use of the Pain Bridge. The sales pro has many more questions ready than they think are needed! Have enough?

"The will to win means nothing without the will to prepare."
- Jumo Ikangaa, winner of the 1989 NY Marathon