Events Sandler for Advisors - Pain the Key to the Fact Finder 

Most sales conversations fail not because of a lack of product knowledge, but because the real pain was never uncovered.

In Pain The Key to the Fact Finder, advisors learn how to move beyond surface level problems and into the emotional, financial, and strategic pain that actually drives buying decisions. This session focuses on how to use the Sandler as a diagnostic tool not an interrogation so prospects feel understood rather than sold.

Attendees will learn how to ask deeper, more purposeful questions that uncover dissatisfaction, consequences, and urgency. We’ll explore how pain ties directly to motivation, decision making, and commitment, and why prospects rarely take action until the pain is clear, acknowledged, and owned by them.

This class also addresses one of the biggest challenges sales professionals face: the fear of asking tough questions. Participants will practice how to stay curious, cautious & not tied to the outcome while guiding prospects to articulate their own reasons for change.