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    PainFunnel PDF

    Uploaded by

    Patrick Snell
    This document outlines an eight question "Pain Funnel" sales technique used to uncover a prospect's true level of pain regarding a problem and determine if they are ready to take action to resolve it. The questions start at level 1 to get the prospect talking about the problem, then progress to level 2 to discuss solutions tried, level 3 about emotions, and level 4 if they have given up trying to deal with it. The goal is to qualify the prospect's level of pain and determine if the problem can be addressed and they are willing to take action now.

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    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd

    PainFunnel PDF

    Uploaded by

    Patrick Snell
    2K views1 page
    This document outlines an eight question "Pain Funnel" sales technique used to uncover a prospect's true level of pain regarding a problem and determine if they are ready to take action to resolve it. The questions start at level 1 to get the prospect talking about the problem, then progress to level 2 to discuss solutions tried, level 3 about emotions, and level 4 if they have given up trying to deal with it. The goal is to qualify the prospect's level of pain and determine if the problem can be addressed and they are willing to take action now.

    Original Description:

    Sandler Sales Training handout.

    Original Title

    PainFunnel.pdf

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    © Attribution Non-Commercial (BY-NC)

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    This document outlines an eight question "Pain Funnel" sales technique used to uncover a prospect's true level of pain regarding a problem and determine if they are ready to take action to resolve it. The questions start at level 1 to get the prospect talking about the problem, then progress to level 2 to discuss solutions tried, level 3 about emotions, and level 4 if they have given up trying to deal with it. The goal is to qualify the prospect's level of pain and determine if the problem can be addressed and they are willing to take action now.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    2K views1 page

    PainFunnel PDF

    Uploaded by

    Patrick Snell
    This document outlines an eight question "Pain Funnel" sales technique used to uncover a prospect's true level of pain regarding a problem and determine if they are ready to take action to resolve it. The questions start at level 1 to get the prospect talking about the problem, then progress to level 2 to discuss solutions tried, level 3 about emotions, and level 4 if they have given up trying to deal with it. The goal is to qualify the prospect's level of pain and determine if the problem can be addressed and they are willing to take action now.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 1

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    Sandler
    Sal 'iliUM,:
    2. Pain Funnel and Pain Puzzle
    Eight Questions
    Level 1 Pain 1. Tell me more about that ... ?
    2. Can you be more specific?

    3.
    Give me an.example.
    How long has it been a problem? .!a.
    Level 2 Pain
    4. What have you tried t.o do about
    that?

    (What have you done to fix it?)
    5. And did that work? ..
    What results did you get?)
    6.
    hat
    I" ,/ f/<
    Level 3 Pain
    7. How o you feel about tha
    Level.4 Pain 8. Have yo given up tryi 9 to deal
    with the obI em?
    Does the prospect have e ough pa n to qualify for the next step?

    .Is the probl em one
    that you can fix?
    Problem
    Reasons
    Consequences
    Does the prospect
    recognize the problem?
    Do they acknowledge it
    is a problem?
    -Are they committed to fixing it? . lJ,.)W:J' c. t-'-'e...
    Are they willing to do sorr;zthing about it now?
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