Which option represents a customer pain point?

Question

Options

• ASalesperson attrition is higher than competitors
• BThe customer's top accounts plan higher budgets next year
• CA competitor to Cisco has a strong relationship with the CEO
• DThe company has upcoming contract negotiations with a labor union

• A
  75% (15)
• B
  5% (1)
• C
  15% (3)
• D
  5% (1)

Explanation

Salesperson attrition directly represents a customer pain point because it describes an internal problem the customer is actively suffering - losing sales staff creates disruption, lost relationships, reduced revenue, and increased hiring costs. Option B describes a positive opportunity (higher budgets), not a problem. Option C is a competitive intelligence concern for the seller (Cisco), not a pain the customer experiences. Option D is a neutral business event - contract negotiations are routine and don't inherently indicate a problem unless more context suggests otherwise.

Memory tip: A pain point must hurt right now - ask yourself "is the customer losing something or struggling with something?" Only A fits that test. Budgets going up, competitor relationships, and routine negotiations are situational context, not pain.

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