Developing interest for complex solutions or services requires the quantification of pain. Pain Development Questions help your Rep to understand your prospect’s needs. Answers should be quantifiable or have measurable results. Our Reps ask additional questions during the first call which help both the Rep and the prospect to quantify their pain:
What are your top 3 Key Initiatives/Objectives for this year?
What challenges are you facing that may prevent you from meeting your key initiatives?
Growing by X%
Increasing the number of new customers by X%
Growing sales pipeline to 3x revenue objectives
Increasing margins by X
Poor demand generation infrastructure
Not enough closed deals (sales)e
Economic Downturn
How are these challenges impacting your company today?
What will happen if you do not address these challenges?
What are your plans to address these challenges?
Budget: Does the company have sufficient budget to purchase your solution? If the prospect’s pain is greater than the price of your solution, then budget will not be a problem. Your sales team should validate this information throughout the sales process.
Needs: What needs does the prospect have and are they in alignment with your solution?
Authority: Who is the person who has the authority to make the purchase decision? This person is likely to be a senior-level person.
Timeframe: When does the prospect want to solve the problem?
Compelling Events: What is the compelling issue or event that the prospect is experiencing that will get them to consider your solution?