You know how you can make your selling and enrolling a lot easier?
Stop solving problems.
“But wait, Martin! Solving problems for my clients is the whole reason I’m in business – it’s what I do!”
Ok, that’s good – I like you already.
Very often though – and I see this all the time – people are much too quick to come up with a solution.
They hear about a problem, and go straight into problem-solving mode.
But before you get to that point of solving problems, it is really important that you dedicate yourself to the process of problem-finding, first.
That’s the mode you should be in, when you start engaging with a buyer.
You ask, your probe, you query… you do all you can to get to the heart of the matter.
That way, you learn the ins and outs of what a buyer is actually trying to accomplish with you, and – very importantly – you shine such a big spotlight of clarity on the problem and all its implications, that the buyer themselves will ask:
“Hey, how would you solve this for us?”
That’s the point where you get to talk about your solution. Not before.
Otherwise, your buyer will feel bypassed, you’ll appear tone-deaf or self-centered (“Look at my great solution!”) and there won’t be any sale.
As I’ve said before:
Ask about their problems, right up till the moment that they ask you about your solution.
In that order.
As for you, and your business… what problem are you looking to solve?
On another note:
I’m building an app that coaches you on working your pipeline, moving your deals forward – and closing them faster and at better rates.
It’s called SalesFlow Coach, and we’re scheduled for beta-release in June 2022.
Register here to be notified when it goes live.
