The document discusses how understanding a person's "points of pain" or motivations driven by reducing pain is key to successfully pitching ideas. It recommends asking questions like "What's the priority?", "Why is that a priority?", and "How is that affecting you?" to probe further and uncover the real drivers beyond just stated objectives. Doing so can help sell ideas, win business, and develop solutions that really address what matters to stakeholders.

1. Presentation Inspiration KineticFuture: Leadership Communications Coaching 5194300-407670<br />Points Of Pain<br />Life’s a pitch. And the key to ‘pitching’ an idea successfully is to understand what the other person really wants. We all want positive benefits but we’re often more motivated by the things that can reduce our pain. <br />Whether you are working with customers, clients or with your internal stakeholders, you need to be able to get beyond key objectives and understand the real drivers. It’ll help you sell your ideas, win business and develop a solution that really matters. <br />Here is a sequence of great natural questions to help you probe further and get to those real points of pain. Most people back off probing further because they worry it looks rude or the answers are obvious. So, suspend your disbelief, try them out, listen hard and surprise yourself! <br />WHATWhat’s the priority on the corporate agenda at the moment?<br />What’s your personal priority right now?<br />What are the biggest challenges right now? (an alternative to 1)<br />WHY Why is that a priority? <br />HOWHow is that affecting the business? <br />How is that affecting you? <br />What would you like to happen?<br />If we could do this, how much difference would it really make? <br />