Sales Scripts for Addressing Customer Pain Points

I’ve coached thousands of sellers on how to create the perfect sales pitch using a framework called the 5 P’s. Until today, I have never shared this with anybody except my coaching clients. Here’s why it’s so effective: when most companies create a first call deck or sales pitch, they make it all about their own company and how great they are.   𝐓𝐡𝐢𝐬 𝐍𝐄𝐕𝐄𝐑 𝐰𝐨𝐫𝐤𝐬! The reason why is simple: customers don’t care about your products and services. They care about themselves, achieving their goals, and solving their own problems. Yet most pitch decks fail to speak to the problems which customers face and the pains they are causing. That’s why I created a framework which focuses solely on the customer’s challenges and how your solution can solve them. 𝐈 𝐜𝐚𝐥𝐥 𝐭𝐡𝐢𝐬 𝐭𝐡𝐞 𝟓 𝐏’𝐬 𝐨𝐟 𝐏𝐢𝐭𝐜𝐡𝐢𝐧𝐠. 𝐇𝐞𝐫𝐞’𝐬 𝐰𝐡𝐚𝐭 𝐞𝐚𝐜𝐡 𝐏 𝐬𝐭𝐚𝐧𝐝𝐬 𝐟𝐨𝐫: 𝟏. 𝐏𝐫𝐨𝐛𝐥𝐞𝐦: What problem do most prospects you work with face that your company can solve? The problem should be very high level, and important to Senior Executives at the company. It should be a business problem, not a technical problem. For example, if I sell CRM, the problem I solve would be rep underperformance, low rep productivity, or missed forecasts. All of which are important to a CRO or CEO. 𝟐. 𝐏𝐫𝐢𝐦𝐚𝐫𝐲 𝐑𝐞𝐚𝐬𝐨𝐧: Why does the problem exist? What is the root cause of the problem? By understanding the source of the problem, you demonstrate credibility and establish immediate trust with prospects because you are speaking their language. In the above example, I could say that reps often miss their forecasts because leadership has poor visibility to their sales pipeline and no way to accurately predict which deals are most likely to close, all of which a CRM solves for. 𝟑. 𝐏𝐚𝐢𝐧: What pain is the problem causing? The pain is always focused on the metrics that are impacted by the problem. For example, missed forecasts could mean a reduction in stock prices, missed revenue targets, and sales layoffs. 𝟒. 𝐏𝐫𝐨𝐦𝐢𝐬𝐞: How does your company solve the problem? The promise should always solve the primary reasons you just outlined. So for example, AI driven forecasting would prevent inaccurate manual forecasting and low visibility to deals. 𝟓. 𝐏𝐚𝐲𝐨𝐟𝐟: What metrics do you positively impact by solving the problem? Key payoff metrics for a CRM would be improved rep quota attainment, productivity, and accurate forecasting, all of which drive top line revenue & profitability. In this week's training video, I walk you through how to create the perfect sales pitch using the 5 P framework. You can find the training here: https://lnkd.in/gmu_Bdu3 PS - If you want to access a copy of the Problem Mapping Template so you can fill out the 5 P’s for your own solutions, get it here: https://lnkd.in/gASNe_em

Small tweaks in your sales script can turn “no thanks” into qualified sales calls. We reviewed a client’s outbound calls, made five key adjustments, and saw a 20% boost in engagement. Here’s what worked: 1. Start with a Permission-Based Opener Jumping straight into the pitch made prospects feel cornered, often leading to resistance. What We Changed: We switched to a permission-based opener like, “Hey, this is (name) from (company), we haven’t spoken before, I’m calling you out of the blue, but it'll take me 30 seconds to tell you why I called and then you can tell me if you even want to keep talking after that, does that sound fair” This gave prospects control and set a respectful tone. Prospects felt more comfortable and engaged when they had the option to continue, leading to smoother, more productive conversations. 2. Use “You” Instead of “We” The scripts were too brand-focused with “we” and “our” statements, making it sound impersonal. Shifting to “you” language made a huge difference. Instead of “We offer the best solution,” we said, “You deserve a solution that actually fits.” Prospects felt the call was about them, not us. 3. Add Specific Social Proof Generic claims weren’t cutting it. Instead of “We’ve helped hundreds,” we got specific: “Last quarter, we helped [X industry] achieve [result].” Specifics boosted credibility and helped prospects see the potential value for themselves. 4. Ask Open-Ended Questions Closed questions led to dead-ends. We replaced “Do you struggle with [problem]?” with “What challenges are you facing with [problem]?” This invited prospects to share more, making the conversation richer and helping us respond better. 5. Frame Price with Value Mentioning price early often scared people off. Instead, we tied price to benefits: “With an investment of $X, you can achieve [result].” Positioning price in correlation to perceived value kept the conversation moving forward. These small changes led to big improvements in qualified booked appointments. ___________________________________ Follow Dylan Rich for more tips on scaling your sales team

Your sales pitch isn’t failing at the close. It’s failing in the first 10 seconds. Most sales pitches don’t fail at the end—they fail 𝘳𝘪𝘨𝘩𝘵 𝘢𝘵 𝘵𝘩𝘦 𝘴𝘵𝘢𝘳𝘵. If you lose your prospect in the first 10 seconds, the rest doesn’t matter. Here’s why: 𝗬𝗼𝘂 𝘀𝘁𝗮𝗿𝘁 𝘄𝗶𝘁𝗵 𝗬𝗢𝗨, 𝗻𝗼𝘁 𝗧𝗛𝗘𝗠. → No one cares about your company’s history or how “innovative” your solution is. They care about 𝘵𝘩𝘦𝘪𝘳 problem. 𝗬𝗼𝘂 𝘀𝗼𝘂𝗻𝗱 𝗹𝗶𝗸𝗲 𝗲𝘃𝗲𝗿𝘆𝗼𝗻𝗲 𝗲𝗹𝘀𝗲. → If your pitch could be swapped with a competitor’s and no one would notice, you’re already losing. 𝗬𝗼𝘂 𝗼𝘃𝗲𝗿𝘄𝗵𝗲𝗹𝗺 𝗶𝗻𝘀𝘁𝗲𝗮𝗱 𝗼𝗳 𝗶𝗻𝘁𝗿𝗶𝗴𝘂𝗲. → Too much information upfront = instant tune-out. Lead with clarity, not complexity. How to hook them instantly: 𝗦𝘁𝗮𝗿𝘁 𝘄𝗶𝘁𝗵 𝗮 𝗽𝗮𝗶𝗻 𝗽𝗼𝗶𝗻𝘁. → “Most [industry] teams struggle with [problem]. Sound familiar?” 𝗗𝗿𝗼𝗽 𝗮 𝗽𝗼𝘄𝗲𝗿𝗳𝘂𝗹 𝗶𝗻𝘀𝗶𝗴𝗵𝘁. → “70% of companies waste money on [X] because they’re missing [Y].” 𝗔𝘀𝗸 𝗮 𝘁𝗵𝗼𝘂𝗴𝗵𝘁-𝗽𝗿𝗼𝘃𝗼𝗸𝗶𝗻𝗴 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻. → “What’s one thing holding you back from [key goal] right now?” 𝗠𝗮𝗸𝗲 𝗶𝘁 𝗮𝗯𝗼𝘂𝘁 𝗧𝗛𝗘𝗠, 𝗻𝗼𝘁 𝗬𝗢𝗨. → “We help [ideal customer] achieve [outcome] without [common frustration].” The best pitches don’t feel like pitches. They feel like 𝘤𝘰𝘯𝘷𝘦𝘳𝘴𝘢𝘵𝘪𝘰𝘯𝘴 𝘵𝘩𝘢𝘵 𝘮𝘢𝘵𝘵𝘦𝘳. --- Follow Michael Cleary 🏳️🌈 for more tips like this. ♻️ Share with someone who needs help with their sales strategy.

Why do prospects choose your company despite competitors offering steep discounts of up to 70%? In every competitive deal, there comes a moment of truth. Your prospect tells their current vendor they're considering a switch. Suddenly, the desperate discounting begins. 50%, 60%, sometimes 70% off. Most sales reps lose at this moment. But elite sales pros win anyway. How? Through what I call the 10X Pain Method. It's a systematic approach to quantifying pain at 10 TIMES the cost of your solution. Here's the framework: 1️⃣ Identify the fundamental pain points in discovery 2️⃣ Make prospects RELIVE painful experiences through detailed questioning 3️⃣ Expand from direct costs to include indirect and opportunity costs 4️⃣ Attach concrete numbers to emotional situations 5️⃣ Set landmines against competitive discount tactics For example, if your solution costs $80K, you need to uncover at least $800K worth of pain. For instance, let’s say I sell a global HR platform. Here's the exact language I use: "Tell me EXACTLY what happened the last time this occurred?" "What did your employees say when they didn't get paid correctly?" "What were the downstream effects of that?” "If this happened again…what would happen?" Then the crucial step… quantifying: "You said 4 employees were so fed up after the 4th time it happened they started grumbling about quitting. If this causes you to lose just four GOOD employees, at a replacement cost of $200K each? that's $800K in direct costs alone to replace good talent.” Next, I set landmines. "When you tell your current vendor you're considering us, they'll likely slash their price by 70%. But will that solve the fundamental problems you’re currently dealing with?" The prospect now has a framework to evaluate the situation beyond just price. This method works because it addresses the real reason prospects don't switch (what behavioral economists call "omission bias") it feels safer to stick with a known bad situation than risk making a change. By properly quantifying pain, you shift the equation. — Want to grow your sales so fast it feels illegal? Don’t miss this: https://lnkd.in/gYaBjpf2