5 Questions To Uncover Your Buyers REAL PAIN POINTS - Sales School

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The other day I was in our salesman.org community trying to help a sales professional who sells a consulting product.

His issue was that when prospecting, his potential buyers would always say that the service he offers is a “nice to have” rather than a “necessity”.

So I started to engage with this individual in the community and it turns out he wasn’t doing a very good job of uncovering the real pain points that his buyers had.

He could get the point of uncovering the surface level pain (something is wrong), but he wasn’t asking the right questions to get to the bottom of what was really causing the issue (must solve problem).

I showed him the 5 pain point questions that I’m going to share with you in this video and is response in the community was epic. He said that these 5 pain finding questions had transformed his sales conversations.

So lets get into them.

00:00 INTRODUCTION
01:17 SURFACE LEVEL PAINS
02:09 A: FINANCIAL PAIN
02:21 B: PEOPLE PAIN
02:31 C: PRODUCTIVITY PAIN
02:41 D: PROCESS PAIN
03:49 Q #1: MAIN THING HOLDING YOU BACK?
04:06 Q #2: HOW DO YOU PLAN TO SOLVE THIS?
04:44 Q #3: WHAT IS YOUR DEADLINE TO SOLVE THIS?
05:30 Q #4: WHAT DOES YOUR BOSS THINK?
06:24 Q #5: WHAT IS STOPPING YOU?
07:38 OUTRO

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