Sales Success:

Problem Solving

Selling Is Problem Solving

Find Pressing Customer Problems and Present a Winning Solution


Vadim Kotelnikov personal logo Vadim Kotelnikov

Founder, Ten3 Business e-Coach Ė Inspiration and Innovation unlimited!





All Businesses Are About Solving Customer Problems

"What helps people, helps business." ~ Leo Burnett

All businesses are selling solutions to problems. Your business can solve customer problems, but so can the competition. It's essential that you offer differentiated, customized, value-added solutions that meet your clients' specific needs. The ability to customize solutions differentiates your company from competition and allows you to charge premium prices for your products and services.

Selling Is Solving Problems

All businesses are selling solutions to problems.

Problem Solving Strategies: 4 Levels

Selling is about solving customer problems. Your prospective customers may be aware of these problems, or you can bring these problems to their attention. Your prospective customers may face these problems currently or they will face these problems as the situation and their needs change.

4 Types of Problems

The most successful salespeople are the ones who find pressing customer problems, identify the customerís priorities for solving those problems, and help customers solve them in a way that is convenient, cost effective, innovative and timely. When you find customersí significant, pressing problems, they will be willing to pay for solutions. Find the problems that customers want to solve the most and that you are uniquely qualified to solve, and you will have a winning combination.

Creative Problem Solving

The key to success is knowing how to market your problem-solving abilities so people know what you can do for them and how they can benefit by using your solutions.

Taking the initiative to identify and solve customer-related problems in unique value-added ways is leadership. Sales leaders open new market opportunities. To be a sales leader, you must ask yourself continuously searching questions: What problems are you solving for your customers? How do your customers perceive these problems and your solutions? How do your customers prioritize those problems? What other customer's problems you can solve? What hidden or future problems customers are not aware of?

Customers have many problems. Put your finger on your customerís problem, describe it clearly, and do it from the customerís point of view. The problem should be one the customer sees value in solving. To find out what the really pressing problems are, ask the right questions and listen before acting or presenting your solution.




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