There are many facets to the sales process when youíre a small-business owner. One of the most important ones is finding pain. Finding pain is about finding out whatís most important to your customer, what they value most, and what problems they need you to solve. When you go out to estimate a residential repainting contract itís not just painting that they want. They may have other concerns like the pricing, quality of the painters that you have working in their home, or making sure there is no property damage. One of the most important things you can do is ask a lot of questions, then shut up and do a lot of listening. Finding pain is a standard and important element when trying to sell a painting job.