|
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 customer’s priorities for
solving those problems, and help customers solve them in a way that is
convenient, cost effective,
innovative
and timely. When you find customers’ 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 customer’s problem, describe it clearly, and do it from the
customer’s 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.
 |
