Sales Pain funnel

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.

YIKES! That's a new one on me.

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.

The "Pain Funnel" is a term that was coined by the late David Sandler. It is a technique used for questioning a prospect. The Sandler Selling System is a radical departure from traditonal sales training. It would be difficult to understand the techniques without orientation in the system's tenets and premises. However, in a nutshell it goes like this. Sandler advocated dispensing with feature and benefit selling. Instead he led the prospect through a series of questions to uncover the prospects present pain. The more he uncovered, the deeper he probed. He theorized, as many do, that buying is an emotional process.

When the pain reached an apex in the sales conversation, he offered solutions. But even then he asked for the prospect to reinforce his/her willingness to accept the solutions.

Intermixed with the process was Sandler's use of "strip lining", a linguistic technique that forces the prospect to make a decision whether to continue the interaction on the saleperson's terms or exit it.

I have used "strip lining" in my selling for years. Most of Sandler's model makes use of some variation of it.

Originally Posted by Gary Boye The "Pain Funnel" is a term that was coined by the late David Sandler.

I didn't know about Sandler. I remember there was a sequence for delving deeper and deeper. Does that sound right? Do you remember the questions?

Originally Posted by Gary Boye Intermixed with the process was Sandler's use of "strip lining", a linguistic technique that forces the prospect to make a decision whether to continue the interaction on the saleperson's terms or exit it.

I haven't heard of strip lining. When would this be used?

Originally Posted by Gary Boye Intermixed with the process was Sandler's use of "strip lining", a linguistic technique that forces the prospect to make a decision whether to continue the interaction on the saleperson's terms or exit it. I have used "strip lining" in my selling for years. Most of Sandler's model makes use of some variation of it.

Can you give an example of this technique? If it is a deviation from the thrust of the original question, please start a new thread. (I dont' want to get in trouble with the Thread Police.)

Originally Posted by RainMaker Can you give an example of this technique? If it is a deviation from the thrust of the original question, please start a new thread. (I dont' want to get in trouble with the Thread Police.)

You guys have thread police? Cool.

[quote=haggler236]I didn't know about Sandler. I remember there was a sequence for delving deeper and deeper. Does that sound right? Do you remember the questions?

QUOTE]
I don't us a "pain funnel" in my system of selling, so I can't detail the questions. I probe to find the risk rather than the pain.

With regard to strip lining, it is not exclusive to Sandler. I started a thread back in July on "striplining" (spelled as one word). I gave a brief example. It's at http://www.salespractice.com/forums...ght=striplining

The thread didn't arouse much interest.

Originally Posted by Gary Boye With regard to strip lining, it is not exclusive to Sandler. I started a thread back in July on "striplining" (spelled as one word). I gave a brief example. It's at http://www.salespractice.com/forums...ght=striplining The thread didn't arouse much interest.

I knew that was ringing a bell. Sorry for the short-term memory loss. I'll re-read that thread. Thanks.

Originally Posted by Gary Boye Instead he led the prospect through a series of questions to uncover the prospects present pain.

I've searched high and low for these questions on the Internet but haven't found anything. They must keep these questions under lock and key.

Originally Posted by haggler236 I've searched high and low for these questions on the Internet but haven't found anything. They must keep these questions under lock and key.

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.