A Five-Decade-Long Friendship That Begin With A Phone Call Guiding Prospects Successfully Through the Pain Funnel

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Guiding Prospects Successfully Through the Pain Funnel

We’ve been talking a lot about pain in our recent blogs, which naturally leads to talking about Sandler’s Pain Funnel. But first I want to tell you a quick story:

5:30 PM on a beautiful summer day. Mom hears little five-year-old Jimmy charging up the back porch. He opens the screen door and roars into the house. He jumped into the kitchen where mom was busy cooking dinner. Before she could ask Jimmy if he was having fun playing outside, he said, “Hey mommy, can I have an ice cream cone?”

His mother said, “You can have ice cream after dinner.” The next afternoon, Mom hears Jimmy walking up the stairs. He entered the kitchen again and asked the same question: “Can I have an ice cream cone?” His mother said, “Jimmy, after dinner, you can have one.”

On the third day, Jimmy comes on the same run. He looks at his mother and says, “Mom, can I..”, and as soon as these words come out of his mouth, he sees the look on her face. He already knew what her answer would be. So, “What time is dinner?” “In about 25 minutes,” she said. Jimmy said, “Okay,” and went back outside.

So you ask, “What’s the point of the story?” People are taught at a very young age not to lay down all their cards or spill the beans. why Because if you reveal your hand too early in the game you usually won’t win. In our story, Jimmy pesters his mother with the same question every day at dinner, until he realizes she’s at a boiling point and angry. Jimmy didn’t want to deal with the pain of making his mother angry, so he changed his question to make her happy. He avoids the pain, which most prospects want to do when you visit.

Many people are raised to avoid revealing their true agenda in difficult situations. Knowing this, we solve this problem in the Sandler sales process using the patented Sandler Pain Funnel, a powerful tool used to uncover a prospect’s true agenda or “pain.”

Understanding the pain funnel

A pain funnel is a strategically organized set of questions designed to uncover a person’s pain. On the other hand, it may also help you find that there is no pain in the future. Either way, it’s good for you. why This allows you to qualify or disqualify an opportunity as a genuine opportunity. If they are in pain, then you can lead them to fix or eliminate their pain. If not, shake hands and part as friends.

Before we go any further on using the Pain Funnel, remember, the funnel works great on its own, but you can also combine it with other techniques we use in the Sandler sales process, especially the Sandler Pain-O-Meter and Reversing Tools. So stay tuned for future blogs on these topics.

Again, a pain funnel is a series of questions that an expert salesperson uses during the pain step, in a face-to-face sales call, or over the phone. It consists of eight pain questions designed to bring the prospect closer to sharing their real agenda or pain.

Here are the 8 questions in order:

1. “Tell me more about that…”

2. “Can you be more specific? Give me an example.”

3. “How long has that been a problem?”

4. “What did you try to do about it?”

5. “And did it work?”

6. “How much do you think it cost you?”

7. “How do you feel about that?”

8. “Have you given up trying to deal with the problem?”

You saw earlier in the article about Jimmy how people prefer not to show their hand. Many people fear the consequences of unbridled honesty and showing their true colors. So, the Pain Funnel assumes that the prospect’s agenda is hidden and helps you uncover the truth. But, you need to be subtle and methodical in your approach when using the Pain Funnel. If you try too soon, you will encounter some resistance. The prospect may feel intimidated or vulnerable and will be quick to shy away from telling you the truth. So stick to the tried and true questions in the funnel, along with the other techniques you learn in the Sandler System, and you’ll definitely put your prospects at ease and lead them through a discussion about their real problems and pain.

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