The Pain Funnel method involves asking open-ended questions to uncover a prospect's pain points, focusing on emotional understanding to connect better and provide solutions.
In the first stage of the Pain Funnel, gather information about the prospect's problems through broad questions, leading to discoveries about specific frustrations.
The second stage discusses the cost implications of the identified problems, prompting prospects to reflect on the consequences and time loss due to their issues.
By moving through the Pain Funnel steps, sales reps can articulate tailored solutions that respond directly to the unique challenges their prospects face.
#sales-techniques #sandler-selling-system #customer-pain-points #sales-questions #b2b-sales-strategies
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