In this insightful episode, we delve into the world of pain points in sales with Emily Shaw, we tackle common misconceptions, like treating pain as a mere formality. Then, we emphasize the power of genuine curiosity and creating a safe space for prospects to reveal their emotional drivers. We'll also talk about questioning techniques to make sales conversations more productive and empower prospects with informed decision-making. So, buckle up as we explore the art of uncovering pain points and fostering meaningful connections in the sales process.

Learn how to create a safe space where they feel comfortable revealing their emotional drivers. But it doesn't stop there! We'll also bring in another sales leader to dissect powerful questioning techniques with Emily

Timestamps:

00:03 Common mistakes in using pain in sales, including checklist mentality and lack of curiosity.

06:45 Identifying and addressing pain points in sales conversations.

11:07 Finding and articulating pain points in sales calls.

18:50 Sales techniques, including finding and quantifying pain points.

 

Key Takeaways: 

• Treat pain discovery as a genuine attempt to understand prospects, not a checkbox exercise.

• Uncover the prospect's emotionally compelling reason to act by creating psychological safety.

• Use upfront contracts and follow-up questions to make sales conversations more productive.

• Ask quantification questions to help prospects gain clarity and make informed decisions.

• Pay attention to emotional cues to identify pain points at any stage of the sales call.

• Articulate the impact of a problem on both the business and the individual personally.

• Give prospects agency over the decision-making process while providing guidance.

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