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
๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
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21
Kinonez
Celebrated Contributor
5
War Room Enthusiast
I like how every once in a while you share a link with great content! Some Iโ€™ve read before others are completely new. I do appreciate it brother!
Mr.Pickles
Arsonist
5
Sr. Customer Success Manager
Monday mood - getting everyone in the right mindset. Thank you Kinonez.
Kinonez
Celebrated Contributor
4
War Room Enthusiast
So this is your version of motivational Monday? Love it!
JC10X
Politicker
3
Senior Sales Manager
OG!
User1234567
Politicker
-1
User1234567
Loving the Monday moods - helps so muchย 
Mr.Pickles
Arsonist
4
Sr. Customer Success Manager
sounds like itย 
JuicyKlay
Celebrated Contributor
5
AM
Iโ€™m struggling with qualifying questions for sure. New to this industry and nobody here qualifies. Itโ€™s an offensive approach onlyย 
Mr.Pickles
Arsonist
5
Sr. Customer Success Manager
Make them open ended and relevant to the needs.
TechSalesQueen
Executive
2
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 โ€œwhat happens if you do nothing?โ€
User1234567
Politicker
-1
User1234567
Always open ended questions - it makes life so much easierย 
alecabral
Arsonist
4
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.ย 
Mr.Pickles
Arsonist
4
Sr. Customer Success Manager
Absolutely - in fact this is a 2011 old but gold blog I used to followย 
uncorpse
Politicker
4
Sales Development
Thanks a lot!ย 
Mr.Pickles
Arsonist
4
Sr. Customer Success Manager
you're very welcome
Swarthymovie
Arsonist
3
SDR
that's gonna be incredibly useful mate, thanks
Mr.Pickles
Arsonist
3
Sr. Customer Success Manager
glad you find it useful
GDO
Politicker
2
BDM
Level 3 is extremely powerful!
Mr.Pickles
Arsonist
2
Sr. Customer Success Manager
any success stories? :Dย 
Clashingsoulsspell
Politicker
2
ISR
Thanks a lot!ย 
No_ty
Politicker
1
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
MaximumRaizer
Politicker
1
Sales Manager
Iโ€™m struggling with qualifying questions for sure. New to this industry and nobody here qualifies. Itโ€™s an offensive approach only
Blackwargreymon
Politicker
1
MDR
that's gonna be incredibly useful mate, thanks
MR.StretchISR
Politicker
0
ISR
Cracking a cold one to see off the second half of the day.
User1234567
Politicker
-2
User1234567
This is very useful, thank you for sharing. I love posts like this that help out fellow sales people.ย 
Mr.Pickles
Arsonist
3
Sr. Customer Success Manager
Glad you like it - if you're new here you can also check the other posts, you might find something interesting.ย 
8

MEDDIC Qualification for enterprise sales

Question
12
10

Empathy in Selling - Playbook or Reality

Question
14
Empathy in Sales is...
37% Totally a Playbook
6% Only for B Players
51% Something Sale Professionals need to develop
5% Other Opinion
78 people voted
20

The Sandler Pain Funnel is Bullshit

Discussion
16