Pain points refer to the pressing problems, challenges or needs a customer experiences in detail. Savvy salespeople directly uncover pain points rather than rely on assumptions during the sales process as an avenue to demonstrate how their solution uniquely addresses customer priorities.
Discussing pain points enables presenting a persuasive case for value. Buyers make decisions based on resolving struggles. Conveying deep understanding of pains builds partnerships not possible when glossing over issues.
Skilled discovery questions reveal pain points. Buyers may not volunteer pains readily but confirm them when asked. Quantifying pain dollar impacts proves urgency. Buyer-focused sales conversations pivoting around relieving key pain points boost relevance and win rates.