Selling is about solving
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.
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,
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.