To succeed at revisiting pain, take a "doctor" mindset and use the pain funnel to uncover the buyer's issues. Move from superficial problems to root causes and business impact. Reinforce this process throughout sales conversations and coaching. Be authentic, not scripted.
Revisiting pain is an ongoing process, especially with multiple stakeholders. Continuously discover new pain points. Use the funnel internally too, helping your team set goals to address their pain points. Coach them after setbacks when receptive.
Overall, master the pain funnel with empathy and authenticity to help buyers solve problems and drive sales success.
Listen to this episode to learn how to succeed at repeatedly uncovering your buyers' pain points by adopting the "doctor" mindset and mastering the pain funnel process.
Key Topics & Timestamps
- 00:02:34 - Understanding the Forgetting Curve
- 00:04:10 - The Power of Reinforcement
- 00:08:09 - The Importance of Pain
- 00:13:17 - Gain in the Future
- 00:17:27 - Pain With Multiple Decision Makers
- 00:19:31 - Pain Discovery and Aligning
- 00:24:58 - Salesperson's Drive and Potential
- 00:28:49 - The Importance of the Journey
- 00:31:44 - Sports and Sales Lessons
- 00:34:36 - Overcoming Challenges in Running
Key Takeaways
- Revisiting pain is an important aspect of the sales process.
- Understanding the pain of the buyer is crucial for success in sales.
- The forgetting curve suggests that 90% of information is forgotten within 30 days if not reinforced or put into practice.
- The concept of revisiting pain is similar to the approach taken by doctors when diagnosing and treating patients.
- A pain funnel is a tool used to uncover and understand the buyer's pain points.
- Salespeople need to take a "doctor's" approach and become trusted advisors to their buyers.
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