Description

Identifying Your Customer's REAL Pain

Many sales conversations stay surface-level, focused on features, pricing, or general interest rather than true motivation. This session teaches participants how to uncover a customer’s real pain, the issues that create urgency and drive decisions. Attendees will learn how to ask better questions, listen differently, and move conversations from interest to commitment.

Issues addressed: 

• Prospects who seem interested but never take action
• Price pressure and stalled decision-making
• Difficulty differentiating between curiosity and real intent

Objectives:

• Understand the difference between interest and pain
• Learn questioning techniques that uncover true motivation
• Improve deal quality by qualifying more effectively

What is Selling Series?

Selling Series is a quarterly professional development program designed to equip sales professionals with practical tools, fresh perspectives, and timely strategies to stay sharp in an ever-changing market. Each session focuses on a relevant sales topic, from prospecting and communication to closing, follow-up, and client retention, offering participants immediately applicable insights that support stronger results.

Led by an experienced practitioner, each installment blends expert instruction with peer learning, discussion, and real-world examples. Whether you’re new to sales or a seasoned pro, Selling Series provides a consistent opportunity to refine your skills, learn what’s working now, and stay connected with a community of growth-minded professionals.

 Specific session information will be released soon!

Meet the presenter: 

Greg Orth, Sandler Training

Greg Orth is the Owner and President of Sandler Training in Lancaster PA as well as being a certified DISC instructor.   Sandler Training builds sales, management, leadership, behavioral and customer service training programs to suit the individual business owner or professional as well as programs for larger organizations.  Our success is achieved through on-going, reinforcement programs that include assessments, weekly training sessions, one-on-one coaching and customized in-house training programs.