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.