“Great!” Said the Salesperson…

 

I can’t tell you how many times I’ve heard vendors exclaim “Great!” in response to a prospect admitting a major pain. 

 

It would be like going to the hospital saying, “I’m bleeding profusely…” and similarly hearing the doctor respond, “Great!”

 

Acknowledging your prospect’s pain is important, so here are a few more appropriate responses to consider:

 

“Sorry to hear this; let’s hope we can help.”

 

“We’ve helped others with similar challenges, let’s explore what’s going on…”

 

“Thanks for sharing this; you are not alone.”