Be a Problem Solver

From Pat Mcgraw:

Music to my ears

Posted: 09 Jun 2011 08:58 AM PDT

“Just tell me what to sell, and I’ll sell it.”

I hate that statement. It implies that the individual isn’t interested in solving the needs and wants of a qualified buyer. It implies they are proud of their ability to convince fools that they should soon be parted from their money. It brings up images of over promising and under-delivering, disgruntled customers, high returns and bad word-of-mouth.

“Who was this product designed for and how does it provide them with a unique, valuable solution for their needs and wants?”

I love this statement. It implies that the individual is interested in solving the needs and wants of a qualified buyer. It means they see themselves as an ally, a partner, a solution-provider, a problem-solver. It brings up images of happy customers that come back again and again. And it brings up images of evangelists, raving fans, positive word-of-mouth and referrals.

So, the next time you hire a new salesperson or launch a new product, listen. Are you hearing music? Or static?

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