Understanding Customer Pain Points

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Know Your Customer Pain-Points to Improve Lead
Quality
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Introduction

• Client pain-points can be explained as
  a problem or need a business or company aims to s
  olve in order to retain or enhance their
  customer-base.
• Its significant to identify the pain point that
  drives your business.
• Sometimes this can be clear however some pain
  points can be ambiguous.
• Unless you classify and work on the pain-points,
  there is no way that you are going to grab an
  effortless deal.

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Ways to Identify Pain-Points

• Presentation Agenda
• Ask Questions
• Dont be a Crocodile Agent
• Pay Attention to Body Language Voice Tone
• Pause
• Make it More Prominent

4
Ask Questions

• The best approach to get the customer talking is
  to guide them in the early conversations. 
• Introduce your company, mission, and goals and
  then roll the ball over to the customers. 
• They will then slowly start talking about
  themselves, their company and different
  verticals.
• Refrain from including close-ended questions in
  your pitch instead, search for information using
  open-ended questions.
• Incorporate the call center software
  solutions with the leading forums as well as
  social media platforms.
• When you communicate with them, do not try and
  force your opinion on them.
• Have a list of questions that you want to ask.

5
Dont be a Crocodile Agent

• Crocodile sales-persons are usually the ones
  who are a part of the tell and sell approach.
• They are always pitching.
• Effectively listening to the clients helps them
  to bond with you without difficulty.
• It is essential that you let them talk
  continuously.
• It is also necessary that you keep yourself
  engaged in the dialogue.
• Do not ask the client to repeat the same
  information.

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Pay Attention to Body Language Voice Tone

• Body language Facial expression habitually
  express pointers that the client does not even
  know.
• Do not keep the focus only on the face.
• Watch for changes in the voice tone as well.
• If the buyer shifts to a happy tone soon after
  being disconcerted, it implies that he is
  considering your product as an answer.
• All these are said to be hidden signals while
  conversing with the buyers.

7
Pause

• In the beginning, it will appear awkward to give
  needless pauses while the client is talking.
• However, in the long run, this method might
  actually work out for the company.
• The more you allow him to talk, the better you
  will understand him.
• However, do not overuse this as too many pauses
  make the client uncomfortable.

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Make It More Prominent

• Simply identifying the pain point is no good.
• It is vital that you make the clients understand
  about the same and also show them how you can
  help them get rid of it.
• Talk more and more about their issues
• They will either accept the proposal or will
  completely shunt you away.
• Whatever be the case, it is important that you
  make the concern more prominent so that they feel
  it more and can better understand what should be
  done to make it right.

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