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:
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Treat pain discovery as a genuine attempt to understand prospects, not a checkbox exercise.
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Uncover the prospect's emotionally compelling reason to act by creating psychological safety.
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Use upfront contracts and follow-up questions to make sales conversations more productive.
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Ask quantification questions to help prospects gain clarity and make informed decisions.
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Pay attention to emotional cues to identify pain points at any stage of the sales call.
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Articulate the impact of a problem on both the business and the individual personally.
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Give prospects agency over the decision-making process while providing guidance.
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