Every salesperson has tried, one way or another, to find the best approach to winning business. Sooner or later, each one seems to fail. Perhaps the most popular selling tactic is “find the pain.” Explore, probe and ask questions until you find the customer’s “pain.” In effect, the successful salesperson is a “pain reliever,” one who captures the sale by making the customer feel better.

While such a strategy may have worked even quite effectively in the past, that was then. And this is today.

The recession has given most every decision maker more than enough pain. Anyone who comes along probing for more pain will not be welcome, particularly when there’s a price tag on it.

Selling “pain relievers” has run its course.

What lights a customer’s fire is pleasure, not pain. Instead of scheduling the patient for surgery (to eliminate pain), a more effective approach is implementing a wellness regimen (that creates health). This is quite different from making prospects squirm and then selling them a possible remedy. Most buyers have had more than their fill of pain.

Much more effective today is “Rewards-based Selling.” The sales task is that of serving as a counselor, one who is committed to helping make sure the business is healthier tomorrow.

To do your job right, you need information, which is why this approach to sales begins with discovery, actually assessing a client’s business operation so you understand it and to uncover issues and identify areas that may need attention.

The objective of “Rewards-Based Selling” is to create the conditions so the client sees value in your recommendations. If your ideas and suggestions resonate with the decision maker, you’ve made the sale.

We call it “Rewards-Based Selling” because salespeople reap the rewards (getting the account) after demonstrating their value, something the competition doesn’t understand and will never figure out.

Here are benefits of “Rewards-Based Selling”––
1. It disarms prospects by changing the process from a sales pitch to a conversation, from “sign here” to “let’s check it out.”
2. It allows salespeople to demonstrate their skills and knowledge, instead of depending on the latest sales gimmick to make the sale.
3. It gives salespeople an opportunity to see the entire business and to get acquainted with key personnel, both of which are critical for making the sale.
4. It demonstrates that the salesperson is interested in the business, not just getting an order.
5. It fosters long-term relationships that are based on the entire business, not just what you are selling at the moment.
6. It creates genuine value for the customer, not just “perceived” value.

Clients want to see performance before rewarding you with their business and that’s what “Rewards-Based Selling” delivers.