Shad Tidler | Tue, Feb 6, 2018

Using the Sandler Pain Funnel to Positively Impact Sales Outcomes


Delving into Prospects' Pain & Emotion With The Sandler Pain Funnel

Learning a prospect's pain and the emotional impact it has on them is invaluable. It is what differentiates us from our competitors. But, for many salespeople, this can be a difficult conversation to have with a prospect.

Why People Don't Like To Discuss Pain

There are a number of reasons why people don't really like to open up about their problems. Admitting an issue can make a person feel weak and vulnerable. Additionally, society has taught us that delving into someone's personal problems and emotions is not always the best idea, which has made many salespeople hesitant to dig too deep when it comes to understanding a prospect's feelings. 

Sharing feelings and emotions can also be uncomfortable, both for a prospect and for the salesperson trying to make the connection. 

How the Sandler Pain Funnel Can Help

Despite the fact that it's difficult to access a prospect's pain, the pain is what they are really seeking help with. This is why the Sandler Pain Funnel is such an important asset for skilled salespeople to have in their arsenal. 

In the video above, sales consultant Shad Tidler explains why people have difficulty discussing pain and its personal impact on them - and why it is important for salespeople to overcome that through tools and tactics like the Sandler Pain Funnel.

Looking for additional insight about accessing a prospect's pain? Learn more about the sales pain funnel here. 

Want more tips on how to make it easier for prospects to connect with and purchase from you? Download our whitepaper titled 'How to Make It Easier for Prospects To Buy From You' here.

Interested in a consultation with a sales coach who can help you improve your sales outcomes? Give us a call today at 317.846.9200 or contact us online to get the conversation started!

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Categories: Prospecting, Sales, Closing