Sales Pain funnel

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.

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?

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?

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.

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?

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.

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!

Originally Posted by metromonster That was perfect!

Thanks. It'll do in a pinch.

Originally Posted by SalesGuy Thanks. It'll do in a pinch.

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

Originally Posted by SpeedRacer Mix in some "cold reading" plus "mind lines" and watch out.

Both are cool ideas.