Matt Vaadi describes a sales approach where you identify five common prospect pains in discovery, then revisit them before the demo using the prospect's exact words. Confirming the pains are still relevant keeps the conversation focused on what actually matters to them.
We have what we call the 5 pains, the 5 most common pains that our prospects face when they come to us. And then we'll walk them through those 5 pains in the initial meeting and try to determine which of those most aligns with the pains that they're having right now. And usually it boils down to a couple of those, if not, you know, a little bit of all of them. And so we'll take notes and we'll use back some of those words when we get back into this demo meeting We're warming up for the demo. We're saying, all right, in the first meeting you told us that you're tired of waiting on hold for 45 minutes every time you call in to get support. You told us that you're tired of using software that's inferior to what you know some of your peers in the market are using. You told us— so we're uncovering and rediscovering some of that pain and also asking them to say it back to us, right? Is this still true? Is this still a problem? Has anything changed since that last meeting? And really just making sure that we're on the same page as far as why we're there in the first place.
