Solving Problems

The process of problem solving is also remarkably similar in its structure to that of selling

Success in selling is linked to effective problem solving. If you're good at one, the chances are that you'll excel at the other. The process of problem solving is also remarkably similar in its structure to that of selling, further reinforcing the link.

• STEP 1

PROBLEM SOLVING

Set the stage. Provide structure for the problem solving session.

NEEDS-BASED SELLING

Open the meeting. Build rapport, confirm the agenda, prepare the customer.

• STEP 2

PROBLEM SOLVING

Define the problem. Review background information and solutions already tried.

NEEDS-BASED SELLING

Determine needs. Engage with the client and tease out both their obvious and their hidden needs.

• STEP 3

PROBLEM SOLVING

Generate ideas. provide the climate where everyone can contribute creative perspectives without judgement.

NEEDS-BASED SELLING

Present products and services. Describe the feathers and benefits of what you have to sell. Impart your enthusiasm and belief in your products.

• STEP 4

PROBLEM SOLVING

Evaluate the ideas an develop the best ones. Identify the appealing aspects of an idea, then list the concerns.

NEEDS-BASED SELLING

Resolve objections. Effectively and sensitively resolve the objections that customers inevitably raise.

• STEP 5

PROBLEM SOLVING

Summarize the solution. Put together a specific action plan.

NEEDS-BASED SELLING

Close the deal. Agree on how to move forward with fulfillment.

ACTION POINT: Identify your customers problems and then work to solve them.