When uncovering pain, you move the prospect from the general to the specific – from the surface problem to the underlying reason and the personal impacts. That is why the Sandler Pain Funnel(SM) is just that, a funnel.
Sandler Pain Funnel(sm)
It takes the prospect from the “top”, a statement of the surface problem, through the examination of what the problem is costing, what has been tried in the past, how the problem is affecting the prospect, and whether the prospect has given up trying to deal with the problem. By following this questioning technique for each surface problem identified by the prospect, what comes out the “bottom” of the funnel is a prospect who is well on the way to being qualified or disqualified based on pain
