Here’s a framework I always followed to close more deals.
It’s called the PASTOR framework.
It works really well in high-velocity, transactional sales cycles.
Check it out…
P is Pain: uncover the pain your prospect is feeling through smart discovery.
A is for Amplify: make their pain existential. By amplifying their pain, they should feel it. They should feel a threat to their business.
S is Story: share a story about how you helped a customer overcome that pain
T is Transformation: show the prospect how that customer transformed their business and no longer feels that pain.
O is Offer: make a recommendation on what you think the prospect should purchase to fix their pain. Remember, you’re the expert.
R is Response: show them how to purchase your product and ask if they would like to move forward.
It’s all really simple stuff, but when I was just getting started, it was helpful to have an easy framework (and acronym) to follow.
It’s not perfect.
It doesn’t work every time.
It has its own flaws.
But for me…it was super helpful.
Maybe it will be helpful to you?
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