PAIN FUNNEL

Question 1

1) SURFACE LEVEL PAIN - Customer describes issue AND admits there is a problem

Answer 1

Tell me more about that?(Give me an example?)
Can you be more specific?
How long has that been a problem?
What have you tried to do about that/did that work?

Question 2

2) Business Reasons - The underlying reasons for the problems from a business perspective.

Answer 2

How much do you think that has cost you?

What would be the financial impact on your family?

Question 3

3) Deep personal impact - How the problem affects the person talking to you.

Answer 3

How do you feel about that?
What would be the emotional impact on your family?
Have you given up trying to deal with the problem?

Question 4

Add other techniques here after basic funnel is mastered

Answer 4

Basic Reverses (Dummy Questions, 3rd person, Parroting, Stop/Start, Presumptive Questions, Paraphrase), Negative Reverse (strip-lining), Split Reverses, Active Listening, Nonverbal Reverses, etc.