TSE 1359: How to Properly Uncover Customer Pain Points

The Sales Evangelist

Getting to know Adam Springer

Adam Springer helps B2B startups with their technical sales process by offering his expertise in building systems to help businesses get to a million dollars in a year or less.

Uncovering customer pain points

• Uncovering pain points is especially important during the qualification stage. Pain points include the prospects’ frustrations, what causes fear, and the goals they want to achieve.
• A business must have its ideal customer profile because each person that a sales rep speaks to has their own pains and these pains affect them in different ways. It’s important to understand who you’re selling to in order to come up with the best approach to address their pain.
• Sales reps must understand what their prospects are dealing with if they want to know their customer pain points.
• When making calls, the goal of helping must be mutually beneficial. If you see that your products or offers aren’t the answer to their problems, you need to tell them and respectfully let them go.

Bringing up your customer’s pain points during a call

• Bring up the pain points wisely during sales calls. Ask open-ended questions based on what you’ve already mapped out. Know your clients on a deeper level by asking difficult questions without making any assumptions.
• It’s more impactful for somebody else to tell you about their pain points than you telling them of the pain they may have.
• You don’t have to ask the same questions but you can have a format. Start with small talk and qualifying questions, tell them about yourself, and continue with whatever process falls in the sales cycle.
• Adam also asks the client which tool they’re currently using and the cost of the tools. By doing this he gets clues about their budget and where they may be financially.
• Don’t be afraid to ask questions and listen carefully.

“How to Properly Uncover Customer Pain Points” episode resources

Connect with Adam Springer via his LinkedIn account.

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