Sales and Sales Process Training,Sandler Training Franchisee of the year. Keynote speaker, International Speaker. Working with B2B companies to sell more, quicker, while increasing market share & profit margins.
THE PAIN STEP If you have been a Foundations or Mastery client of ours, you will remember the Pain Funnel and the importance of getting to the emotional and practical pains that are being experienced by the buyer. You need to find out the potential costs of NOT fixing the problem that they are experiencing. There is an article in the latest edition of the Sandler Advisor gives a great refresher on this and gives you some brilliant examples of questions you could use when meeting with a potential client. You can flip through to page 34 of our Sandler Advisor to read more: https://hubs.la/Q02kThC60
