Stop Selling, Start Solving

Sounds strange coming from an organization that helps companies grow their sales, right? Perception of salespeople is summarized in a recent survey that says only 3% of people trust salespeople. WOW!

So, you own a company that sells something of value. Your product or service can respond with excellence to a need. You are honest. You work hard. How do you overcome the perception of the salespeople?

Some companies simply rename the position to camouflage the sales function. Titles like Business Development, Regional Manager, Account Manager – all intentionally removes sales. You ever wonder why that is? Perception!

How do you grow your business without salespeople? That may not be the right question. Stop selling, start solving! After you have built a great list of suspects, pursued them and began interacting with them, then the real thinking begins. It is not the time to close the business – it is the time to solve their problems, issues, needs.

As a salesperson, your ability to get your prospect talking and discussing what they really need from your company, what problem they are having, their wish list of sorts – that is your pot of gold. Your job is to work within your company and your team of experts to provide solutions, address their needs, be honest when you cannot, and deliver when you can. So, stop selling, start solving and you will close deals