Sales Training Building Blocks-3

Some good old basic training:

Be a Problem Solver

One of the reasons we are in business is to solve problems for our customers and the people we work with. We need to recognize that that is one of our major responsibilities.

While problems may seem like a negative word, it best describes what we are supposed to do. A better word might actually be needs.

Let's use an insurance agent as an example. A life insurance agent doesn't sell a client a policy. They help a client with a problem/need, which happens to be the future welfare of their family.

If they really understand what their customers need, the agent can create an insurance/financial strategy that will comfort and create financial stability for their clients' families.

While an automobile dealer may sell cars, they are really selling modes of transportation. What a customer wants to experience when they drive is simply a way of customizing to their needs. Does the customer want speed, luxury, etc?

Does a grocery store sell groceries? Of course! But, the grocery store is actually the solution to the problem of where do I go to get food, soap, etc. The store that understands their customers' needs will get more business than one that doesn't.

So figure out what you do or sell, and make sure it is a solution to a problem.

Copyright (c) 2004- Shep Hyken, Shepard Presentations Shep Hyken, CSP is a professional speaker and author who works with organizations who want to build loyal relationships with their customers and employees. For more information on Shep's speaking programs, books and tapes contact (314)692-2200 or mailto:shep@hyken.com. (http://www.hyken.com/) Shepard Presentations, LLC 711 Old Ballas Road, Suite 215 St. Louis, MO 63141

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