Here is a role play of the Sandler "pain funnel" with Steve Kraner and Mark Wiley from a  High Tech Sales Bootcamp that Steve conducted.

Quote Your seminar was inspirational. I've been able to share what I learned with many partners who are beginning to "see the light" that if the price is not right"... they need to go deeper... not cheaper!! Thanks a bunch!!" Quote

Kathy Graham, VP Sales
Sage Software