In the second of this two-parter on the pain funnel, Lisa guides the listener to explain this crucial elements of the Sandler submarine and how the best questions create the best answers.

In the first of two parts, LVM talks about the pain funnel, the key element in understanding what motivates your client. Lisa and Mike do a little role play to illustrate the concept.

Lisa von Massow's sales instruction is pure gold. A sales meeting, she said, can be determined by countless factors including posture, facial expressions and who smiles when. Another one of Lisa's keys: approach the encounter as if you had $1 million in your pocket.

Lisa uses a Sandler methodology to help you unleash your inner salesperson. In this episode, she describes exactly how she handles a sales call, how long to wait, why she stands in the waiting room, and how a salesperson shouldn't be afraid to reschedule if the appointment window shrinks.

Lisa von Massow uses Sandler training techniques to unleash your inner salesperson. She describes the experience of visiting a used car lot with her daughter to describe how a potential buyer can control the experience by committing to taking no action at all.