English to German Bus/Financial Marketing / Market Research PPT-Präsentation zum The

A key step in the sales cycle is getting pain admitted by
the customer. This normally happens as a result of:
• Building rapport and establishing trust
• Establishing credibility
• Demonstrating situational knowledge
If a customer is not yet ready to admit pain, Situation
and ****Menu of Pain questions*** can help demonstrate your
credibility and situational knowledge.


Types of Questions

1) Situation Questions

2) ***Menu of Pain Questions***
“The top three difficulties we are hearing from Maintenance managers these days include:
• Increasing / excessive downtime
• Missing utilisation rates / targets
• High wastage / reject rate
• …are you facing any of these issues today?”

3) Open Questions

4) Control Questions

5) Drilldown Questions

6) Confirm Questions



Danke im Voraus!