(Page 92) Three Types of Pain

Question 1

Three Types of Pain

Answer 1

1. Technical Pain:
2. Pinancial Impact:
3. Personal Interest:

Question 2

1. Technical Pain:

Answer 2

This is where sales reps identify technical issues a buyer is experiencing. The focus is on understanding the problem in detail and its implications.

Question 3

2. Pinancial Impact:

Answer 3

At this level, the emphasis shifts to how the technical problem financially affects the family/home. The goal is to understand and quantify the impact of the problem on the family/home.

Question 4

3. Personal Interest:

Answer 4

The final level delves into the personal impact on the client. It’s about understanding how the problem affects the client personally and ensuring their commitment to finding a solution. (see %Wheel of Emotions )

Question 5

Examples

Here are some potential emotional pains a homeowner might experience when seeking an exterior painting quote:

Answer 5

1. Anxiety or Worry
2. Overwhelm:
3. Disappointment or Prustration:
4. Hope or Excitement:

Question 6

1. Anxiety or Worry:

Answer 6

Concerned about the cost, the quality of the work, and the reliability of the contractors. They might fear making a wrong choice that leads to financial loss or poor results.

Question 7

2. Overwhelm:

Answer 7

Feeling overwhelmed by the number of options and decisions to be made, such as choosing the right colors or balancing quality with budget.

Question 8

3. Disappointment or Frustration:

Answer 8

If they have had a bad experience in the past with home improvement projects, they might feel hesitant or distrustful about engaging in another project.

Question 9

4. Hope or Excitement:

Answer 9

On a positive note, they might also feel hopeful or excited about the potential transformation of their home and the improvement in
its aesthetic appeal and value.