Sales Tip Week: Part Three – Solve A Problem

  •  
  •  
  •  
  •  
  •  

“Know what problem they think they’re trying to solve, and what problem they really need to solve.   Whenever possible, solve them both.”

–  Steve Heston, in a fundamental truth of the Heston Group Sales Training System

Selling a product is an honorable thing.

Solving problems is the stuff of Difference-Makers.  So, fundamentally, it comes down to knowing what problem(s) need solved.  It’s like hockey player Dean McAmmond said, “I don’t have a concussion problem, I have a people keep giving me traumatic blows to the head problem.”  (OK, it’s not really like that, but that’s one of my favorite quotes…)

When we solve a problem, we impact the life of the person for whom we solved it.  And, if we solve enough problems for enough people, they’ll place more value on the product or service we sell, even if it doesn’t pertain directly to the problem of the moment.

By focusing on solving problems, we move the focus off of what we’re trying to sell, and the picture of a better life / outcome / feeling / circumstance than the buyer had before they engaged with us.

“Steve solved my ____________ problem,” is a lot more indicative of relationship-equity than “Steve sells me widgets.”

Widget-selling is an honorable thing.  Solving problems is the stuff of Difference-Makers.


  •  
  •  
  •  
  •  
  •  

Speak Your Mind

*

This site uses Akismet to reduce spam. Learn how your comment data is processed.