In the latest episode of the Close More Sales podcast, Ian Ross offers invaluable advice on empathizing with clients through strategic questioning. Discover the power of open-ended inquiries in uncovering their deepest pain points. Ian highlights the significance of delving into clients' emotional and psychological drivers, fostering trust, and forging genuine connections that drive sales success. Tune in to elevate your sales game and master the art of empathetic selling!

Video Replay | How to Extract Pain-Points

https://www.youtube.com/watch?v=CycX95C-ciY

Close More Sales | How to Extract Pain-Points

Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives. 

I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency. 

Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want. 

If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast. 

And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process. 

Ian Ross | Close More Sales

www.closemoresales.com

Instagram | @vividselling

Takeaways | How to Extract Pain-Points

1. Understanding a prospect's pain points is crucial to positioning your solution as the answer to their problem.

1. Pain is a powerful motivator, and focusing sales conversations on a prospect's pain will help drive them to take action. 

1. The "four pillars" approach of questioning prospects about pain - what it is, how long it's been occurring, how it affects the individual, and how it affects others.

1. Asking open-ended questions in a empathetic manner allows prospects to feel understood rather than interrogated, and provides key insights into addressing their needs.

1. Uncovering how a prospect's pain impacts their family and relationships can create a sense of urgency to take action and help the salesperson position themselves as resolving broader issues.

Timestamps | How to Extract Pain-Points

Using empathy to understand prospects' pain points and position solutions as the solution. (0:00)

Using pain as a motivator in sales conversations. (1:55)

Using pain to motivate prospects to take action. (6:44)

Effective questioning strategies for understanding pain in sales. (11:46)

Asking questions to reveal urgency and depth of problems. (16:16)

Eliciting emotional responses from clients to understand their pain points. (20:43)

Using emotional connections to sell homes. (29:45)

Using empathy to understand clients' pain points and take action. (41:06)