Force Management

Finding the customer’s pain is a crucial aspect to successful selling and is one of our most common requests. Today, Patrick McLoughlin joins us for a quick yet meaningful discussion about uncovering business pain. He talks about:Maintaining a high level of curiosity.Determining the breadth and depth of the customer’s problem.Pitfalls to avoid in the pursuit to uncover pain.Knowing whether or not you’ve uncovered enough pain to qualify the deal and move forward.Here are some additional resources:Discovery Process | Ascender Coursehttps://rb.gy/bfo4zDeepen Your Discovery | Ascender Coursehttps://rb.gy/tfuxeActive Listening | Ascender Coursehttps://rb.gy/5aaraThe Coat of Pain | Ascender Videohttps://rb.gy/fwwgwTips for Asking Tough Questions in Your Sales Process | Ascender Articlehttps://rb.gy/54u1kTips for Active Listening | Podcasthttps://rb.gy/4nw10Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out