Thursday, February 28, 2013

Solving Problems

Are You Solving Problems or Solving Your Customer’s Problems…

I don’t remember where I read this, but I’m sure it was Zig Ziggler or some other guru of sales: “Solve big problems, make big money.”  This sounds simple enough right?  Well, I am going to share with you my biggest "aha" moment.   I was giving one of the best presentations of my sales career.  This presentation eventually resulted in an $85M projector and network equipment sale.  Sounds great, huh?  It all came down to luck (preparation meeting opportunity).  

Let me take you back to that day.  I was giving this once in a lifetime presentation and I was on it.  I was overcoming objections and painting awesome pictures of increasing profits and productivity.  When all of a sudden my customer stopped me and said the most important phrase I have heard in my sales career.  He said, “You are solving a problem I don’t have.”  BAM! he hit me with it and I was stupefied.  Fortunately for me, I had a customer who was willing to teach me as we went along.

Bottom line is that after all was said and done, I learned one more time to shut up and listen.  

I think we should start a new sales university.  We will just call it STFU.  You go ahead and fill in your own blanks for the acronym.

Happy Selling,