Sales Insights with Sarah

How to Identify the Prospects Pain

March 24, 2021 Sarah Downs Season 1 Episode 38
Sales Insights with Sarah
How to Identify the Prospects Pain
Show Notes

Hello and welcome to the Sales Insights with Sarah podcast.  In this episode, Sarah Downs talks about questions that we should be asking as sales professionals to help us identify the pain points in our prospects. This can take quite a bit of practice but once you have nailed it you know it!

In this podcast, Sarah will openly share the good, the bad, and the ugly of her entrepreneurial journey to date and also interview others to share their own sales insights.




You can start qualifying your prospects at such an early stage.

Why is it important to identify the pain?

  • It is important to notice the pain early on.
  • How can we prescribe the correct thing if we don't know the pain?

Questions you should ask:

  • Can you give me an example?
  • Why does that matter to them?
  • How long has this been happening?
  • Have you tried to do anything about it, if so what?
  • How they feel about something
  • How much is the problem costing them?


"It is important to understand the pains before you understand the gains"

"So many sales-people are not adding this to their discovery sessions"

"This stuff is important for everyone in your organisation to know about"



Sarah Downs is a business owner, founding 2 x businesses in the last 5 years.  She is an experienced sales and business development professional who understands the importance of building strong relationships and getting results, which has driven her successful career to date. Sarah has been involved with a number of Third Sector boards as an advisor and non-executive director.


Having previously worked in Trauma Orthopaedic Nursing, Sarah is no stranger to working under extreme pressure. It goes without saying that Sarah is passionate about people. She uses her experience to support CEO’s, MD’s, and Sales Professionals to achieve their business goals.  Sarah has helped business owners to start-up, grow, and diversify their businesses in various sectors such as Technology, Oil & Gas, Offshore Renewables, Nuclear, and Professional Services.


Sarah openly documents the good, the bad, and the ugly of her entrepreneurial journey and is visible across a number of platforms.  







Sarah is on a mission to get Business Professionals around the world to share their Sales Insights.  So how can you help us make a huge difference to the number of business and sales professionals we reach each month…..


  1. Subscribe & Review the Podcast 
  2. Tell a friend (it’s free)
  3. Share this podcast on your social channels


Thank you in advance!