from my email:
Daily Sales Tip: The 'Problem Creator'
Solving your prospects' or clients' problems is no longer an effective sales strategy. The successful salespeople in today's marketplace and the marketplace of tomorrow will be creative problem creators. Effective salespeople will be ruthless in their pursuit of uncovering or creating an awareness of client problems that they weren't even aware they had. They will think far ahead of their clients, not just along with them.
If you want to guarantee your success in the coming years, it will only take one approach. Find out what is preventing your prospects from getting a good night's sleep. Determine what is keeping them up at night worrying and you won't have to worry about customer loyalty, reducing prices or over-aggressive competition.
Source: Sales speaker/trainer Tim Connor