Selling Is Problem Solving

Dealing with Differing Perceptions, Negative Emotions, and Unclear Communication


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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.

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.

Winning Customers