Sales Training Tip #304: Add Some POP to Your Sales Strategy

POP Theory of Selling: Pain = Opportunity = Profit

I run into some people who don’t like using pain as a motivator to sell. I can’t disagree more. The desire to fix a pain is the sole reason why many consumers and many businesses buy in the first place. A person who is in pain is far more likely to buy something they believe will fix their pain than one who is not. Sales is all about helping the customer see you as a solution to their pain.

This means you may have to help them see the size of their pain. The best way to do this is not by telling the customer they’re in pain, but by allowing them to see for themselves. The best way to do this is to ask questions that get them talking or leverage one of their senses. I’m not a big proponent of playing to people’s emotions, because that begins to put you in a dangerous area of potentially being perceived as trying to manipulate people.

If you can start by asking the customer questions that gets them to think about their problem, they can normally build it themselves into a level of pain. Working to the senses is also good. I prefer either visual or touch. Visual entails two areas. The most natural, of course, is allowing the customer to see the product or pictures of how it can benefit them. The bigger visual is allowing them to see your body language. More than words, your own body language will many times begin to open the feelings and thoughts of the person to whom you are talking.

A customer’s pain equates to an opportunity, and it’s up to you to profit from it. When you profit from it, your customer does as well, because they realize the benefit of having their pain relieved.

Share the Post:

Leave a Reply

Your email address will not be published. Required fields are marked *

Related Posts

Downloadable Sales Resources

Email Prospecting

A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.

Subscribe Now

Subscibe to The Sales Hunter Email list to get the latest posts and exclusive sales content right in your inbox.

The Sales Hunter Podcast

The Sales Hunter Podcast features Mark Hunter and top sales leaders, delivering actionable insights to help you become the salesperson you’re meant to be. This show isn’t just for entertainment—it’s designed to empower you with strategies to turn prospects into profits. Subscribe, leave a review, and start selling with confidence!

The Sales Hunter University

The Sales Hunter University offers top-tier sales training available in real-time or on-demand, accessible on any device. Named a Top 10 Sales Development Program in 2022, it’s perfect for sales teams, managers, and driven individuals. Each course is expertly designed by Mark Hunter to deliver the results you need.

Sales Logic Podcast

Ready to amplify your sales impact?

Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money.

When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomes logical.

The Ultimate Email Prospecting Guide - Mark "The Sales Hunter" Hunter

Download the Ultimate Email Prospecting Guide today!

Enter your information and we’ll immediately send you our most popular download, and add you to our weekly Sales Tip newsletter.