Do you focus more on the pain or on the possibilities?

Transcript

Hey there! It’s Peter Winick. I’m the Founder and CEO at Thought Leadership Leverage. And here’s my thought for you today and that’s this. When in a conversation with a client or a prospect do you highlight the pain, the pain points that they’re struggling with? And when do you highlight the possibilities — the possibilities of what their world, their business, their life will look like once your work, your interventions with them helps alleviate the pain point that they’re struggling with? Right.

Interesting question. There are times early on in the conversations where we need to focus on the pain points, where we need to get agreement, and get alignment, and get buy-in. That the pain points are what they are. And that there is a cost — financial, emotional, etc. to being inflicted with this pain, to dealing with it.

There are other times in the conversation more when we’re moving from the identification of a problem to the solving, where we get to possibilities.

Imagine a world where whatever, whatever the issue is, your team worked better together. You are more productive. You’re more engaged. You’re more creative. What would that look like for you? What would that mean for your business? What would that mean for your team? What would it mean for your cash flow? Whatever the case would be.

So, my thought, my request to you is to think about when in the conversations you focus on pain and when you focus on possibilities. Love to hear your thoughts. Thank you.