Sales Pain funnel

Sales Interview Forum

#11 -

haggler236

Quote:

Originally Posted by Jolly Roger

I don't have any background with a "Pain Funnel" but Gary's description sounds similar to "Implication Questions" from SPIN Selling. You can probably find something on the Internet about those types of questions.

Thanks Roger. I'll see what I can find.

	#12 -
Sanddollar	Still Dont get it? How does the Technique work, and why is it called Pain Funnel? why would u name a sales Technique a pain funnel?

#13 -

Gary Boye

Quote:

Originally Posted by Sanddollar

Still Dont get it? How does the Technique work, and why is it called Pain Funnel? why would u name a sales Technique a pain funnel?

The advocate of the system, David Sandler, used the metaphor "pain funnel" to designate a technique for asking a series of questions in the sales interview that would uncover the prospect's present pain. Upon reaching that point, he was prepared to offer a solution in the form of his product or service.

For comparatives, and for the sake of discussion, what do you probe in your own sales interviews with prospects?

#14 -

metromonster

Quote:

Originally Posted by haggler236

Is anyone familiar with the "Pain Funnel" enough to explain it? I learned about this line of questioning a while back and tried to look it up on Google today but didn't find much of anything.

It is a known fact theat people but on emotion. Logic justifies the purchase. When selling emotionally, appeal to the prospects fear of loss, and want for gain. The pain funnel must be hitting all the pain points and hot butons until the prospect feels as if they simply can not function without the product or service for fear that they will not gain their desired success from what they have been missing. Fill the need.

#15 -

haggler236

Quote:

Originally Posted by metromonster

When selling emotionally, appeal to the prospects fear of loss, and want for gain. The pain funnel must be hitting all the pain points and hot butons until the prospect feels as if they simply can not function without the product or service for fear that they will not gain their desired success from what they have been missing.

MM, would you please provide an example of selling emotionally and using a pain funnel?

	#16 -
SalesGuy	Haggler, here is an example of a "Pain Funnel": --Tell me more about that. --How long has this been a problem? --What have you tried to do about it? --How much do you suppose that has cost you? --How do you feel about that? --What happens if you do nothing? The questions could be reworked but this should give you the general idea.

#17 -

metromonster

Quote:

Originally Posted by SalesGuy

Haggler, here is an example of a "Pain Funnel":

--Tell me more about that.
--How long has this been a problem?
--What have you tried to do about it?
--How much do you suppose that has cost you?
--How do you feel about that?
--What happens if you do nothing?

The questions could be reworked but this should give you the general idea.

That was perfect!

#18 -

SalesGuy

Quote:

Originally Posted by metromonster

That was perfect!

Thanks. It'll do in a pinch.

#19 -

SpeedRacer

Quote:

Originally Posted by SalesGuy

Thanks. It'll do in a pinch.

Mix in some "cold reading" plus "mind lines" and watch out.

#20 -

SalesGuy

Quote:

Originally Posted by SpeedRacer

Mix in some "cold reading" plus "mind lines" and watch out.

Both are cool ideas.

Page 2 of 4

Member Login

Share |