needs assesment: find pain
TRANSCRIPT
Session 3: Find Pain
Initial State:Content
Goal State:Afraid
TIGER QUEST SALES SYSTEMProspect’s Initial State
Salesperson’s Action
Prospect’s Goal State
Resistant 1. T.I.G.E.R. Tools Engaged
Unsure 2. Set Agenda Relaxed
Content 3. Find Pain Afraid
Anxious 4. Offer Solution Excited
Undecided 5. Trial Close Convinced
Stalled 6. Close Sold
*Prospects are 10 times more likely to buy to avoid PAIN
*Tony Robbins
Selling benefits gives you a
10% chance of success
A prospects Pain is defined by:
Gain
Come preparedStart with general questions then ask specificAsk questions that suggest a needAll of the above
How do you find pain?
BONUS IDEA!
Past, Present, Future
PAST: How long has this been a problem?
PRESENT: How is it impacting you today?
FUTURE: What happens if it gets worse?
Challenge:Find a Need
and Fill It
Take a Gift
T.