How to Succeed at Understanding Pain with Emily Shaw

Jul 22, 2024

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In this insightful episode, we delve into the world of pain points in sales with Emily Shaw, we tackle common misconceptions, like treating pain as a mere formality. Then, we emphasize the power of genuine curiosity and creating a safe space for prospects to reveal their emotional drivers. We'll also talk about questioning techniques to make sales conversations more productive and empower prospects with informed decision-making. So, buckle up as we explore the art of uncovering pain points and fostering meaningful connections in the sales process.

Learn how to create a safe space where they feel comfortable revealing their emotional drivers. But it doesn't stop there! We'll also bring in another sales leader to dissect powerful questioning techniques with Emily

Timestamps:

00:03 Common mistakes in using pain in sales, including checklist mentality and lack of curiosity.

06:45 Identifying and addressing pain points in sales conversations.

11:07 Finding and articulating pain points in sales calls.

18:50 Sales techniques, including finding and quantifying pain points.

Key Takeaways:

Treat pain discovery as a genuine attempt to understand prospects, not a checkbox exercise.
Uncover the prospect's emotionally compelling reason to act by creating psychological safety.
Use upfront contracts and follow-up questions to make sales conversations more productive.
Ask quantification questions to help prospects gain clarity and make informed decisions.
Pay attention to emotional cues to identify pain points at any stage of the sales call.
Articulate the impact of a problem on both the business and the individual personally.
Give prospects agency over the decision-making process while providing guidance.

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