Guiding Prospects Successfully Through the Pain Funnel

We’ve been talking about pain a lot in our recent blogs, which leads us naturally to, talking about Sandler’s Pain Funnel. But, I’d like to tell you a quick story first: It’s 5: 30 in the afternoon on a beautiful summer day. Mom hears little five-year-old Jimmy charging up the back porch. He tears open the screen door and roars into the house. He jumps into the kitchen where Mom is busily cooking dinner. Before she can even ask Jimmy if he had fun playing outside, he says, “Hey Mommy, can I have an ice cream cone?” His mom replies, “You may have ice cream after dinner.” The next afternoon, Mom hears Jimmy running up the steps. He bursts into the kitchen again and asks the same question: “Can I have an ice cream cone?” His mom says, “Jimmy, after dinner, you can have one.”