The Cold Calling Equation: Problem Solved by Halper Michael

Author:Halper, Michael [Halper, Michael]
Language: eng
Format: epub
ISBN: 9781468173543
Publisher: CreateSpace
Published: 2012-06-18T22:00:00+00:00

Minimizing Pain

But let’s look at the other extreme of that example before we move on. Going back to the medical example, let’s say that the doctor asks about the impact of the pain and learns that it is no big deal really. The patient is still able to do everything that she wants to and is not too bothered. In this scenario, instead of magnifying pain, the doctor actually minimized the pain and identified that there is not really much of an overall impact. This is very valuable information as the doctor just identified that there is no need and justification for any treatment.

Applying this to working with a prospect, you could find yourself in a scenario where you uncover pain but when you map the impact, you uncover that there is minimal to no impact. When this is the case, the prospect may not be motivated and able to justify spending time and money to decrease the pain due to the lack of any real negative impacts. While this discovery is not something to get excited over, it is an important thing to identify as it can tell you when to walk away and move on try to find prospects that have greater needs and that will be more motivated to implement action and change.

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