Believe it or not, the success you have in sales ultimately comes from having more problems. However, the biggest problem most salespeople have is not having more problems. Okay, okay, I know this sounds crazy, but hear me out.
Think about it this way, the only way to truly get results for your clients is to help solve their problems. They must have problems in order for you to help them. Solutions can only occur when there is a problem. I know this sounds overly simplistic, but this is where most fail. As salespeople we are too often focused on the products or services we have or need to sell. When your approach is to sell your stuff, you are a peddler. Peddlers generally do not make it very long. We must focus on their need and their problem, not only on our own needs and problems.
The client's problem creates your opportunity. Without identifying their problem you cannot help them solve it. So, go work harder at uncovering the real stuff keeping your clients up at night and then offer solutions to help them. Solve their problems, solve your own. Help them have success, create more of your own.
Remember, the pathway to success in sales always travels through the problems of your clients. Find more problems, offer more solutions, deliver more results and experience more growth than you ever imagined.
Your new approach starts now! Remember, in sales, put the client first and ALWAYS find your swagger!
Swagger On friends!
Written by Derron Steenbergen, President of the Swagger Institute
The Swagger Institute is a business consulting company specializing in motivational speaking, sales training, customer service training and organizational development.