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SALES SECRET

Solving Problems

You don’t need to be a professional “salesman” in order to sell something. In fact, you’d actually be surprised at how often you participate in sales on a daily basis. Life is all about sales! Whether it’s convincing your boss to give you a raise, persuading a potential client to accept your proposal, pleading with your spouse to change the radio station, or encouraging your child to do their homework, almost any negotiation that happens throughout our daily routines requires some degree of sales-related skills.

Many times the technical connotations of the word “sales” intimidates us from projecting natural confidence that is necessary for sales itself. This is why it’s important to change your perception of sales. Don’t look at it as a specialized process; rather look at it as a way to build relationships and SOLVE PROBLEMS.

Sales = Problem Solving

If you want to be valued by your customers, you have to solve their problems. Customers who need solutions to high-priority issues are willing to pay for those solutions. But first, you must identify the customer’s problems. What are they missing or needing? Then you must analyze said problems. What causes the problems? What could solve the problems? Then you need to formulate several options to remedy the situation for the customer. Which products/services will solve their problems? And lastly, assist the customer to choose the solutions that best suits their needs.

Think of the emotional connection people make with a product or service as the ultimate benefit of sales. People are mostly interested in how your product solves their problems and what emotions it makes them feel.

No matter how well you think you can persuade others to adopt your point of view, there is always room for improvement. Keep practicing, connecting through relationship-building, and SOLVING PROBLEMS.

A great problems solver = a great salesman

Richard Martinez

Transformation Expert