Finding the customer’s pain is a crucial aspect to successful selling and is one of our most common requests. Today, Patrick McLoughlin joins us for a quick yet meaningful discussion about uncovering business pain. He talks about:
Here are some additional resources:
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
- Maintaining a high level of curiosity.
- Determining the breadth and depth of the customer’s problem.
- Pitfalls to avoid in the pursuit to uncover pain.
- Knowing whether or not you’ve uncovered enough pain to qualify the deal and move forward.
Here are some additional resources:
- Discovery Process | Ascender Course
- Deepen Your Discovery | Ascender Course
- Active Listening | Ascender Course
- The Coat of Pain | Ascender Video
- Tips for Asking Tough Questions in Your Sales Process | Ascender Article
- Tips for Active Listening | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
Activity