Exploring pain points · The Paid Up Club

Exploring pain points

When you ask a client about their pain points don't just accept their first answer; it's unlikely to be the real cause but just a symptom - it's not what's at the core of the problem. Ask why? So I want to generate more profit - why? Because I want more income - why? My wife wants a new kitchen. How much is a new kitchen, etc. and you can create an actionable plan with a concrete goal and timescale. Pain is most often driven by a personal need or want; until you understand this you won't build the rapport to become a trusted adviser.

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