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Sandler Selling - The Three Levels of Pain

Customer success is a cornerstone of the sales process - understanding the 3 levels of pain, and identifying the type of problem your prospect is experiencing, is the key to unlocking higher ACV and faster closes.


This guide (IMO) is the prequel of the buyer's journey method and one of my favorites for early game players. Do you get too technical when it comes to presenting value? This might be useful then.


What are you struggling with when closing deals effectively?

https://openviewpartners.com/blog/sandler-selling-the-3-levels-of-pain/#.Xom2HNNKhTY
πŸ‘‘ Sales Strategy
πŸ“ˆ Closing
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16
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I like how every once in a while you share a link with great content! Some I’ve read before others are completely new. I do appreciate it brother!
Jackywaky
Arsonist
+9
Master of Disaster
Monday mood - getting everyone in the right mindset. Thank you Kinonez.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
So this is your version of motivational Monday? Love it!
Show 3 more replies
JuicyKlay
Politicker
+9
AM
I’m struggling with qualifying questions for sure. New to this industry and nobody here qualifies. It’s an offensive approach onlyΒ 
Jackywaky
Arsonist
+9
Master of Disaster
Make them open ended and relevant to the needs.
TechSalesQueen
Catalyst
+5
Sr. Enterprise Account Executive
Who is responsible for making the final decision? Tell me about the last vendor you brought in and how the post decision process went? (Verifies if they know as much as they say they do). Who signs the contract? Most IMPORTANTLY β€œwhat happens if you do nothing?”
User1234567
Politicker
+5
User1234567
Always open ended questions - it makes life so much easierΒ 
alecabral
Arsonist
+8
Director - Digital Sales Transformation
Well, Sandler has been out there for a long, very long time. Your point makes sense. Their 3 levels of pains is embedded in their training and to me, it always worked better than Challenger for that reason.Β 
Jackywaky
Arsonist
+9
Master of Disaster
Absolutely - in fact this is a 2011 old but gold blog I used to followΒ 
uncorpse
Politicker
+5
Sales Development
Thanks a lot!Β 
Jackywaky
Arsonist
+9
Master of Disaster
you're very welcome
Swarthymovie
Arsonist
+7
SDR
that's gonna be incredibly useful mate, thanks
Jackywaky
Arsonist
+9
Master of Disaster
glad you find it useful
GDO
Politicker
+7
BDM
Level 3 is extremely powerful!
Jackywaky
Arsonist
+9
Master of Disaster
any success stories? :DΒ 
No_ty
Catalyst
+6
Sales Dir.
big fan of the buyer's journey; not big fan of the three levels of pain because is waaaay to general. Still is a great air coverage when starting
User1234567
Politicker
+5
User1234567
This is very useful, thank you for sharing. I love posts like this that help out fellow sales people.Β 
Jackywaky
Arsonist
+9
Master of Disaster
Glad you like it - if you're new here you can also check the other posts, you might find something interesting.Β 
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