Sales begin with pain. Customers come to you when they are not happy about something. It is your job to figure out what is causing pain and show them how your product can make the pain go away.

This short program is from our archive and features Lorraine’s former sales coach, Matt Nettleton discussing how to uncover pain points to drive prospects to closer to making a decision to buy.

For more on this topic you might want to read:

More than a Few Words is a marketing podcast for small business owners