{"id":2363,"date":"2016-05-09T18:38:04","date_gmt":"2016-05-09T18:38:04","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=2363"},"modified":"2016-05-09T18:39:05","modified_gmt":"2016-05-09T18:39:05","slug":"why-you-should-use-the-pain-funnel","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/why-you-should-use-the-pain-funnel\/","title":{"rendered":"Why You Should Use The Pain Funnel"},"content":{"rendered":"<p>Consider this scenario:\u00a0 You sell a product or service that is really unique.\u00a0 You call on two companies just at a time when they are unhappy with their current vendors.\u00a0 At the first company, your prospect grabs onto your offer with great enthusiasm.\u00a0 At the second company, your prospect tells you she needs your service, but you just can\u2019t get a signature.\u00a0 Why do prospects behave so differently, when they appear to be facing identical situations?\u00a0 Surface problems may be similar, but the underlying problems, as well as the prospect\u2019s motivations, may be very different.\u00a0 That\u2019s when you need to use\u00a0 Sandler\u2019s techniques for uncovering pain, and lead your hesitant prospect down the Pain Funnel.<\/p>\n<p>The pain funnel goes as follows:<\/p>\n<ul>\n<li>Ask a few questions<\/li>\n<li>Just listen<\/li>\n<li>Explore the surface pain<\/li>\n<li>Dig deeper<\/li>\n<li>Implications<\/li>\n<li>Get to the real why<\/li>\n<\/ul>\n<p>Sandler\u2019s pain process uncovers the underlying reasons for your prospect\u2019s pain, as well as its impact, by moving her from the general to the specific and, more important, from intellectual to the emotional.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Consider this scenario:\u00a0 You sell a product or service that is really unique.\u00a0 You call on two companies just at a time when they are unhappy with their current vendors.\u00a0 At the first company, your prospect grabs onto your offer with great enthusiasm.\u00a0 At the second company, your prospect tells you she needs your service, [&hellip;]<\/p>\n","protected":false},"author":84,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[34,1],"tags":[],"class_list":["post-2363","post","type-post","status-publish","format-standard","hentry","category-pain","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2363","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/84"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=2363"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2363\/revisions"}],"predecessor-version":[{"id":2365,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/2363\/revisions\/2365"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=2363"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=2363"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=2363"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}