Pain Dashboard - Sandler Foundations
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The Pain Step DASHBOARD FOR THE PAIN FUNNEL/PUZZLE © 2015 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design), Sandler and The Pain Funnel (words and design) are registered service marks of Sandler Systems, Inc. 7 Excited 7 Tired 7 Anxious 7 Concerned 7 Mad 7 Frustrated 7 Worried 7 Upset Review Identify the Costs Validate Understanding Verbal Confirmation FOUR BUYING MOTIVES SUMMARIZE AND VALIDATE LISTEN FOR PAIN WORDS Pain Questions Impact Problems Reasons e No PAIN, no sale! e The problem the prospect brings you is never the real problem. e People buy emotionally; they make decisions intellectually. e A prospect that is listening is no prospect at all. e People buy for their reasons, not yours. Sometimes they buy in spite of your reasons. e No salesperson ever listened themselves out of a sale. Tell me more about that… Can you be more specific? Give me an example. How long has that been a problem? What have you tried to do about that? And did that work? How much do you think that has cost you? How do you feel about that? Have you given up trying to deal with the problem? ® Details Elapsed Time Costs Actions Feelings Surface Problems Reasons Impact Pain NOW! Pain FUTURE! Pleasure NOW! Pleasure FUTURE! www.sandler.com IDENTIFY 3 - 5 PAINS
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Transcript of Pain Dashboard - Sandler Foundations
The Pain StepD A S H B O A R D F O R
THE PAIN FUNNEL/PUZZLE
© 2
015
Sand
ler S
yste
ms,
Inc.
A
ll rig
hts
rese
rved
. S
San
dler
Tra
inin
g (w
ith d
esig
n), S
andl
er a
nd T
he P
ain
Funn
el (w
ords
and
des
ign)
are
regi
ster
ed s
ervi
ce m
arks
of S
andl
er S
yste
ms,
Inc.
7 Excited 7 Tired 7 Anxious 7 Concerned
7 Mad7 Frustrated7 Worried 7 Upset
Review Identify the Costs
Validate Understanding Verbal Confirmation
FOUR BUYING MOTIVES
SUMMARIZE AND VALIDATE
LISTEN FOR PAIN WORDSPain Questions
Impact
Problems
Reas
ons
e No PAIN, no sale!e The problem the prospect brings you is never the real problem.e People buy emotionally; they make decisions intellectually.e A prospect that is listening is no prospect at all.e People buy for their reasons, not yours. Sometimes they buy in spite of
your reasons.e No salesperson ever listened themselves out of a sale.
Tell me more about that…Can you be more specific?
Give me an example.How long has that been a problem?What have you tried
to do about that?
And did that work?How much do you
think that has cost you?
How do you feel about that?
Have you given up trying to deal with
the problem?
®
Details
Elapsed Time
Costs
Actions
Feelings
Surface Problems
Reasons
Impact
Pain NOW!
Pain FUTURE!
Pleasure NOW!
Pleasure FUTURE!
www.sandler.com
IDENTIFY 3 - 5 PAINS
