Prospects who are emotional are much more likely to buy. Prospects with “critical pain” will be much more forthcoming with their budgets and decision making processes. Great salespeople have determined the key to selling is getting their prospects to discover their pain.

One of the easiest techniques to move people closer to critical pain are the Pain Funnel Questions. Begin conversations with good open ended questions, then keep them moving with these simple responses.

Can you tell me more about that…
How long has that been a problem?
What have you done to try and solve that?
Have you given up trying to solve it?
Could you be more specific?
And you are trying to do what specifically?
How much has that cost you?
How does that make you feel?

Stop worrying about what you should say next, keep your prospects talking with the Pain Funnel Questions. Remember “Pain Funnel Questions” before your next sales call, or call Sales Concepts at 440-575-7000 for help.

P.S. The March and April training calendar is now available online at http://www.salesconceptsinc.com/schedule.aspx. Please note we are having a Networking Meeting at Saucy Bistro on March 28th. Call for details and to RSVP for the event complete with complimentary hors’douvers, soft drinks, cash bar and silent auction items benefiting the Make A Wish Foundation.

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