I ran a Sales Masterclass workshop last week and was excited by how the attendees really got the lesson that it isn’t about selling, it is about solving problems.
They learned that the most successful salespeople are the ones who find pressing customer problems. That by identifying the customer’s priorities for solving those problems, and helping customers solve them in a way that is convenient, cost-effective, innovative, and timely, meant more success in sales.
And…you aren’t selling.
I’ve had many ‘sales’ jobs in my career.
From a check-out chick in a local supermarket when I was 15 and where the customer’s lined up in my row because they were impressed a teenager cared about their day. Then as an aerobic instructor with packed classes because I ensured I knew why people turned up and ran my classes according. To the General Manager of a large commission-based sales team, who followed my lead in solving problems, met their targets, and earned them terrific incomes.
“The major difference between successful and unsuccessful people is that the former look for problems to resolve, whereas the latter make every attempt to avoid them.” Grant Cardone
We all know that sales are the lifeblood of every business.
Master your selling strategies by focussing on solving problems and you will build a successful and profitable business that creates total freedom for you and gets impressive results for your clients.
Want more information on how to sell with an authentic heart? Purchase your copy of Good Girls do Sell.
Your steps to being able to solve problems:
- Sell with the aim to solve a problem, not make a sale – focus on asking critical questions to discover what the true problem is and how your product or service might solve that problem. (I guarentee it won’t be what you are thinking…go deep)
- Actively listen and learn – Discover what the problem has cost the client, why haven’t they solved it already and what wrong actions have they taken to try to solve the problem.
- Demonstrate Value – Sell the value and the benefit of your product or service to your customer.
When you teach people how much they will benefit, how much your product or service will help them, and all of the things your product or service can do to help them achieve their goals and solve their problems. The more you focus on these values, the less important price becomes.