Sunday Reflection: What's Your Problem?
We are all inundated with information daily. That's why I like to keep blog posts very brief. However, I could go on and on about the need to focus on understanding, solving and selling the "problem" and not the product. One can substitute "problem" for "question," o"challenge" or "need." The point is to sell from the standpoint of trying to solve. We tend to get carried away selling a product's features and benefits before we've identified the "problem." This only comes after asking a series of questions. It's important to know not only what someone likes, needs and feels but also what they don't like or what they feeling may be missing in other products or their lives.
Selling is about solving; not moving product.