Selling Technology Products is Challenging
The strategy was universal in that it could be used to better understand people’s needs and help them find solutions.
While I implemented the strategy primarily for selling technology products and services, I believe it’s also an excellent guide for persuading people in general.
Identifying Latent Pains Leads to Success
Briefly, the PBFA model is similar to other selling models with a greater emphasis on discovering prospect pain. I use the word pain, rather than need, want or desire, because you’re more likely to engage a potential employer if you dig deeply to reveal gut-wrenching, underlying latent pains.
People rarely reveal latent pains. In fact, most people rarely think about the latent pains secretly lurking beneath the revealed pains. Many sales persons think they’re only problems, needs, issues, wants and desires.
Latent pains, on the other hand, are frequently intermixed with underlying distress. Bringing latent pains to a customer’s mind therefore enhances selling as it makes it easier for buyers to see how products and services solve needs. For a greater understanding of pain in sales, see:
Selling is not a Dirty Word
In the 18 minute screen video, I share the basics of the PBFA model. If you consider selling as persuading or negotiating or interviewing, you’ll better understand our new age of selling. It’s intertwined with psychology, social media and networking.
Although I mention mobile a lot, understand that the PBFA model is very powerful. You can effectively use it to sell anything. Best yet, it’s great for creating call guides, presentations, white papers, ads and commercials.
When you’re through watching, I’d appreciate your comments below. Enjoy.