Don't over define a problem.
Bringing a problem-solving approach into your dealings with customers has clear benefits. But how do you put it into practice? Problem solving seems intangible and difficult, but following a structured process, such as the techniques of brainstorming, will bring focus to your interactions with customers and increase your chances of sales success.
Don't over define a problem. Usually, if people learn too much about a problem, they will become less willing to speculate and will find themselves putting on the same blinders that the problem owner already has.
ACTION POINT: Stay focused and use a process to approach solutions to problems.
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