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Problem or Not the Problem?
| Guest post by: Brian Sullivan |
Article Overview: "The problem is not the problem, it is another problem." -Dan Burris Leading Business Strategist and Technology Expert
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Free Download - Are They Nodding? - Medical Sales Training By Brian Sullivan |
Problem or Not the Problem?
Has a customer, a colleague, or associate come to you with a problem, concern or objection lately? And did you rack your brain trying to come up with the perfect solution or response only to get nowhere? Well Dan Burris knows why you can't solve the problem. It's because you are solving the wrong one! And why might you be solving the wrong one? Because you are focusing too much on the words used to describe the problem and not enough time on the meaning behind the words.
Let me explain. Let's say you are the owner a small new business with a great product. You do a presentation to a key prospect on your solution and are feeling pretty darn good about your chances to close the sale. Your prospect then stops you in your tracks by saying, "You know, I have a problem. I have never heard of your company before and that concerns me a bit." At this point, the average, non-problem solver businessperson launches into a response often loaded with meaningless corporate information that doesn't address the REAL problem. As a result, they often give the wrong information, solve the wrong problem, and waste the other party's time. You, on the other hand, understand that the real problem will only be found by digging deeper.
So this week, don't believe it when somebody tells you they have a problem. Ask two, three, or four more questions to isolate the real concern. And by finding the real problem more quickly, you will be able to serve others more quickly. Keep doing that, and the only problem you may have is that too many people will be coming to you to solve their problems. And that, my friend, would be a great problem to have!
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Article Tags: communication skills, insurance sales training, medical sales training, objections, precise selling, problem, problem solving, sales tactics, sales training
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About the Author: Brian Sullivan RSS for Brian's articles - Visit Brian's website Click here to visit Brian's website   Fast and Feast Sales and Marketing Tactics Dancing With the Stars Clear Direction or a Firecracker Insurance Sales Training A Positive Attitude Medical Sales Training Programs Discounting is For Wimps |
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