36 Questions
What is the main challenge that salespeople face when selling a product/service?
Salespeople struggle to sell a product/service as a necessity
What are surface-level pain points?
Pain points that are easy to uncover
What is the first question that salespeople should ask to uncover the real problem?
What is the main thing holding you back from growing right now?
What is the second question that salespeople should ask to educate the buyer on how the service can help?
How do you plan to solve this pain point?
Which question helps uncover budget and authority?
What does your boss think about all of this?
What is the most crucial question to identify serious buyers?
What is your deadline to solve this problem?
What is the final question to intensify the buyer's pain and identify hurdles?
What is stopping you from solving this problem today?
What is the benefit of focusing on the buyer's deepest pain?
It helps uncover the real problem and provide value to the buyer
What kind of pain points do buyers usually provide?
Surface-level pain points
What is the relationship between the intensity of pain and the likelihood of the buyer doing something to resolve it?
The more intense the pain, the more likely the buyer will do something to resolve it
What is the purpose of asking the question 'What does your boss think about all of this?'?
To identify budget and authority
What is the purpose of bridging the gap between surface-level pain points and the real problem?
To provide value to the buyer by solving the issue
What is the main challenge that salespeople face when selling a product/service?
Salespeople struggle to sell a product/service as a necessity
What are surface-level pain points?
Pain points that are easy to uncover
What is the first question that salespeople should ask to uncover the real problem?
What is the main thing holding you back from growing right now?
What is the second question that salespeople should ask to educate the buyer on how the service can help?
How do you plan to solve this pain point?
Which question helps uncover budget and authority?
What does your boss think about all of this?
What is the most crucial question to identify serious buyers?
What is your deadline to solve this problem?
What is the final question to intensify the buyer's pain and identify hurdles?
What is stopping you from solving this problem today?
What is the benefit of focusing on the buyer's deepest pain?
It helps uncover the real problem and provide value to the buyer
What kind of pain points do buyers usually provide?
Surface-level pain points
What is the relationship between the intensity of pain and the likelihood of the buyer doing something to resolve it?
The more intense the pain, the more likely the buyer will do something to resolve it
What is the purpose of asking the question 'What does your boss think about all of this?'?
To identify budget and authority
What is the purpose of bridging the gap between surface-level pain points and the real problem?
To provide value to the buyer by solving the issue
What is the main challenge faced by salespeople when selling a product/service?
Finding serious buyers
What is the first question that salespeople should ask to tee up the conversation with the buyer?
What is the main thing holding you back from growing right now?
What is the follow-up question that salespeople should ask to educate the buyer on how the service can help?
How do you plan to solve this pain point?
What is the most crucial question that salespeople should ask to identify serious buyers?
What is your deadline to solve this problem?
What is the question that helps uncover budget and authority?
What does your boss think about all of this?
What is the final question that salespeople should ask to intensify the buyer's pain and identify hurdles?
What is stopping you from solving this problem today?
What type of pain points do buyers usually provide?
Surface-level pain points
What is the purpose of bridging the gap between surface-level pain points and the real problem?
To align the service with the buyer's deepest pain
What is the benefit of focusing on the buyer's deepest pain?
To turn the service from a nice-to-have to a necessity
What is the type of pain point that is not a surface-level pain point?
Deep-rooted pain
What is the relationship between the intensity of pain and the likelihood of the buyer taking action?
The more intense the pain, the more likely the buyer will take action
What is the ultimate goal of salespeople when uncovering the buyer's pain points?
To provide value by solving the issue
Study Notes
Five Questions to Uncover Your Buyer's Pain Points
- Salespeople face the challenge of selling a product/service as a necessity rather than a nice-to-have to close deals.
- Buyers usually provide surface-level pain points as they lack expertise to uncover the real problem.
- Surface-level pain points include financial, people, productivity, and process pain.
- To bridge the gap between surface-level pain points and the real problem, salespeople need to align their service with the buyer's deepest pain.
- The first question to ask is, "What is the main thing holding you back from growing right now?" to tee up the conversation.
- The follow-up question is, "How do you plan to solve this pain point?" to educate the buyer on how the service can help.
- The most crucial question is, "What is your deadline to solve this problem?" to identify serious buyers.
- The question, "What does your boss think about all of this?" helps uncover budget and authority.
- The final question is, "What is stopping you from solving this problem today?" to intensify the buyer's pain and identify hurdles.
- By answering these questions, salespeople can uncover the real problem and provide value to the buyer by solving the issue.
- The more intense the pain, the more likely the buyer will do something to resolve it.
- By focusing on the buyer's deepest pain, salespeople can turn their service from a nice-to-have to a necessity.
Discover the key questions to uncover your buyer's pain points and close more deals! Our quiz will guide you through the process of identifying the real problem behind surface-level pain points. By asking the right questions, you can align your service with the buyer's deepest pain and turn your product from a nice-to-have to a necessity. Don't miss out on the opportunity to solve your buyer's problems and increase your sales. Take our quiz now!
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