Want to get along better with your prospects? 

Quit being their dentist. 

“Sell to pain.” “Sell to pain.” “Sell to pain.” We’ve been hearing this forever and it’s not bad advice when we’re selling, but prospecting the pain is generally a terrible idea. It’s the same reason why we don’t like seeing our dentist that regularly. 

So why not do what I do? 

Focus your early conversations on things the prospect’s doing well: their growth, their expansion, the strength of their products. Then move into pain conversations after you’ve established a little bit of like in the room. 

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