132 - When The Customer Doesn’t Know What Their Pain Point Is

Sometimes the customer needs something and they’re not sure exactly how to go about fixing their problem. Other times, in fact oftentimes, the customer does know what their pain point is, proclaims to be perplexed by said pain point, and yet does nothing to address this issue. Welcome to dealing with people. They’re emotional after all. In this episode we discuss how to get to the actual pain point your prospect / customer is dealing with while still getting the deal done.