Customer Pain Points: How to Identify and Address Them - Salesforce

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1. 1: Ask questions to uncover root issues “Beyond issues with their product or service, understanding their business or industry landscape can open your eyes to bigger problems you may not have known about, for which you may have a good solution.” 2: Actively listen to what they say and build rapport

   In Company and industry research

2. What is a customer pain point? “A customer pain point is an unmet need or frustration surfaced during the sales process that’s waiting to be solved.” It’s important to think about customer pain points broadly. They may include emotional, logistical, or even physical hurdles and often shine a light on deeper and more complex issues within a business like trust, transparency, or ethics.

   In Problem and use-case fit

3. What is a customer pain point? “Pain points can be anything from operational hurdles, like approval red tape, to financial constraints and technological limitations.” It’s important to think about customer pain points broadly. They may include emotional, logistical, or even physical hurdles and often shine a light on deeper and more complex issues within a business like trust, transparency, or ethics.

   In Problem and use-case fit

4. “If my years in sales have taught me one thing, it’s to never assume I know what’s really keeping a customer up at night.” If sales were like video games, customer pain points are all the obstacles that stand between a player and the next level. To overcome these obstacles, customers come to sales professionals for solutions. Getting to their heart of their challenges allows you to recommend the right products or services to help. But getting it wrong can lead to missed opportunities.

   In Problem and use-case fit

5. “Customers are diverse, and their pain points are more varied than you’d think.” If sales were like video games, customer pain points are all the obstacles that stand between a player and the next level. To overcome these obstacles, customers come to sales professionals for solutions. Getting to their heart of their challenges allows you to recommend the right products or services to help. But getting it wrong can lead to missed opportunities.

   In Problem and use-case fit

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