Do you know why your prospect got on your sales call?

“Yeah, to see if they want to buy my solution. Duh.”

Sure, but what reason specifically?

What’s their ultimate WHY?

If you’re selling a weight loss solution, you might say to lose weight.

If you’re selling a sales solution, you might say to get better at sales.

If you’re selling a six pack solution, you might say to get a six pack.

But WHY is losing weight, getting better at sales, or getting a six pack, important to them.

You can’t probe any pain point, until you have a pain point to probe.

The best way to probe pain, is to first ask a few situation questions, then get their ultimate WHY, then ask a few disqualification questions.

A situation question is something like, “What do you do for work?”