Identify the Pain Point of Your Consumer

Sales is a tough job. Especially in B2B, as the universe is relatively smaller and the consumer more discerning. But if you identify the right pain points, your job is half done. Yes, figuring out the pain point is that important! 

Listen to what the expert Rajiv Tevtiya, Managing Partner & CEO at RML AgTech Pvt Ltd has to say about the basic principle of selling in B2B. 

From the video we learnt that it’s very important to understand whom you’re selling to, what are the current products they’re using and if their requirement matches the solution you’re providing.

In the last part of this ad, you’ll see how understanding the client can help you impress them.

But before we get to the tricks of finding pain points, lets see:

Why do people buy?

According to a post in fastcompany:

“At the most basic level, people typically spend money on two things:

First, they readily spend money to combat pain. Second, they spend money to pursue pleasure.

We list pain and pleasure in that order for a reason. All things being equal, the more acute the pain or problem, the more likely it is that you’ll be able to offer a compelling solution. The more compelling the solution, the more quickly the customer will pay.”

So, you have to seek the pain and alleviate it with your product. 

Why finding a pain point is important to sales?

Unless your consumer has a pain point, he/ she is not going to buy your product. You need to pick this pain point and subsequently use your product to solve this pain point. 

Say for example: 

A client is running kitchens all over the country, supplying food to restaurants. 

There is a lot of spillage of food while delivering as the lids don’t rest on the containers perfectly. This results in messy delivery vehicles, that need to be cleaned regularly to maintain hygiene. This also leads to wastage of food. 

The pain point here is wastage. So you know that this client is desperately looking for ways to store and transport food efficiently and reduce wastage . 

Key Takeaways

1. If you’re in sales, listening to your customers is paramount.

2. Figuring out the pain point is half your job done

3. The pain point will not be very obvious in most cases. Oftentimes, there is an underlying pain that needs to be solved.

Up Next

In the next chapter we’ll learn how to get to the pain points of your clients with useful tips from the experts.