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Pending Business: Pain Management

| December 21, 2020

By Steve Lapa
Lapcom Communications Corp


PALM BEACH GARDENS, Fla. — How about in 2021 we eliminate “Pain Point” from the sales process?

Why should professional selling include the most negative experience the human body can experience?

It makes no sense to me today or from the first day I was exposed to the “probe for the pain point” strategy of selling. Discovering marketing solutions is a fluid, positive process anchored by a relationship built on trust, not finding the pain.

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