Sales Rule #4: No Pain No Sale

Question 1

What is Level 1 Pain?

Answer 1

Surface problem they need or would like to grow their business and understand they need more client to do it. Other marketing strategies might have not worked out. This is the level most prospects will reveal. However, you want to always strive to reach deeper to the next level. The more pain the more sales.

Question 2

What is Level 2 Pain?

Answer 2

Prospect reveals some more business pain (notice I did not say personal pain that is level 3) it might be that business partners split and their top ads person left with the other owner. That they are really hurting for business and must make this work so no room for errors.

Question 3

What is Level 3 Pain?

Answer 3

Prospect share personal pains with you. Could be worried about paying for kids college or maybe he might have to let go of some staff because business is hurting. Rarely, can you go this deep but in case you can through questions then you should strive for level 3 but level 2 at the least.

Question 4

Pain Questions Examples

Answer 4

Tell me more about it…
Can you be more specific? Give me an example.
How long has this been a problem?
What have you tried to do about that? And did it work?
How much do you think that has cost you?
How do you feel about that?

Question 5

To go deeper what three words can you add to your questions?

Answer 5

Exactly, Specifically and Precisely.