#016: How to Identify The Root Cause of Pain And Crush The Qualification Call 

Read time - 2 min

Big Announcement:

We are opening up our next founder led sales accelerator that begins on 9/6. This is a 90 day program, that dives super deep into building out consistent lead gen and fleshing out a fully functional and repeatable sales process. There are limited spots available. We keep these accelerators very intimate. We cannot hold any spots. It’s first come, first serve. To learn more about what the expected results will be at the conclusion of the accelerator check out this page.

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Today I’m going to discuss a simple framework that will quickly allow you to identify the root causes of pain points.

If used correctly, this can be the most important skill set you acquire on your founder led sales journey.

The art of uncovering pain and identifying use cases when speaking with prospects lies in your ability to ask the right questions in a specific sequence.

What I often here is founders jumping from question to question without unpacking and addressing some of the key points the prospect just shared. You will never reach your true potential until you learn how to extract all the right information. This begins and ends with asking strategic questions.

In this issue I’m going to show exactly how to do so.

Asking questions is a process of peeling back the onion.

Welcome to the Triple III Framework.

The Triple III Framework is a comprehensive approach to identifying and addressing the root causes of a prospect's pain points. By asking a specific sequence of questions, the framework helps to not only understand the duration of the issue, but also to educate prospects about potential solutions and guide them through a process of envisioning what their life could look like after utilizing your product. This process is not just a series of questions, but rather a psychological journey that helps prospects to not only understand their challenges, but also to see a path forward towards a better future.

Triple III

• Identify pain

• Imply consequences

• Imagine the problem solved

Identify pain:

These questions are broad based and start with these phrases.

• I’d love to understand how you’re currently managing this workflow now. What does that look like?

Imply consequences:

The goal here is to highlight consequences that are happening as a result of not dealing with the issue correctly. This is rubbing salt on the wound. Here you want to understand what they’re doing, if anything, to solve the problem(s) they’ve conveyed. These questions would look like this.

• How long has this been a problem?

• Was there an incident that has motivated you to take action now?

• Why is now the right time to address this?

• Why is this on your radar now?

• What type of resources have you thrown at the problem so far?

• What have been the likes and dislikes?

Imagine the problem solved:

The goal here is to have them envision what life would be like when they’re in the driver’s seat using your product. It’s life before and life after using your tech. These questions would look like this.

• If we were able to do ____________ what would that look like for you and your team?

• What does the ideal situation look like for you when it comes to managing ______________? In a perfect world what would that look like for you?

Key Takeaways

Ask questions to:

• Identify pain

• Imply consequences

• Imagine the problem being solved
  
  

That’s it for today folks.

See you all next week!

Darren

P.S. If you’re ready to level up you can book a call with me here.