Well meaning sales coaches will say:

“You need to figure out what’s keeping your prospect up at 3am. Target that pain with a solution and you’ll make money.”

Or…

“Your prospect is trying to get from pain island to pleasure island and you’re the only one with the boat who can take them there.”

I find these clichés rather silly…

It’s not the pain that’s keeping your prospect up. In fact, they’re not in pain at all. They’re in bed sleeping rather soundly because every thing is going well.

And that’s what you need to uncover…

Your biggest competition as an accidental salesperson isn’t the prospect’s pain; it’s the comfort in what they’re doing. That’s why in this week’s video teaching, I provide a script so you can get at the real issue.

You see, it’s not about uncovering the pain because frankly, the prospect may not be in pain. Instead, using this script based on the “3D Method,” you’ll have a deeper, richer conversation that will lead you to “Yes” much faster.

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What say you?

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