Shad Tidler | Mon, Nov 20, 2017

Using the Sandler Pain Funnel to Understand Prospect Pain


 
 
 
 
 
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It is not enough to know that your prospect has a problem. In this video, sales trainer Shad Tidler answers the question “how do you know if you have enough pain from a prospect?” and discusses the importance of understanding the problem the prospect is trying to solve, its impact, the emotion it evokes, and the level of commitment to fixing the issue. 

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Categories: Prospecting, Sales, Qualifying