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Questions and Answers
What must a prospect have in order to convert from a stranger to a client?
From which of the following sources can PAIN be pulled?
What complicates the buying process for individuals experiencing unconscious PAIN?
What is an example of a conscious problem that can indicate PAIN?
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Which of the following is an unconscious unmet need that can lead to PAIN?
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What can amplify a prospect's awareness of their PAIN?
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What is an example of 'having what isn't wanted' in relation to PAIN?
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Which direction does Action Confidence relate to in the context of PAIN?
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Study Notes
Pain as a Sales Catalyst
- For someone to convert from a stranger to a client, they must have PAIN.
- PAIN is a measure of someone's suffering in relation to their life.
- PAIN comes from facing PROBLEMS that stop someone from achieving their GOALS.
Sources of Pain
- There are five sources of PAIN:
- Conscious Problems: Consciously identified issues (eg. learning a new language)
- Unmet Needs: Core unconscious needs, desires, and DRIVES that are unfulfilled (eg. love, progress, attention, status, family)
- Having What Isn't Wanted: The existing current situation a person wants to escape from (eg. debt, being overweight, being lonely, being unhappy in their job)
- Wanting What Isn't Had: Desiring a situation other than what is current or currently unable to obtain (eg. £1,000,000, perfect abs, a relationship)
- Consequences: Bad things that happen and cause suffering as a result of any of the other four sources of PAIN (eg. being broke, feeling tired, being unloved).
Unconscious Pain
- Unconscious PAIN is difficult to address because individuals are not aware of it.
- Unmet needs are a primary source of unconscious PAIN, as they influence everything else.
- The ego can get in the way of acknowledging unconscious PAIN, causing individuals to blame it on conscious PAIN.
Confidence + PAIN => Sale
- Combining a stranger's CONFIDENCE with their PAIN can lead to a sale.
- Pulling PAIN from all five sources can increase sales.
- Unconscious PAIN is the most impactful but also the hardest to identify and address.
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Description
Explore how pain acts as a catalyst in sales and client conversion. This quiz delves into the five sources of pain that affect individuals and their goals. Understanding these concepts will enhance your sales strategies and improve client relationships.
