It seems appropriate for an introductory post about sales that I establish a framework which the rest of my posts will assume is the fundamental basis for any perspective on sales. Call these non-negotiable, indispensable to a good sales process. I’m not a veteran salesman, but I am a veteran purchaser. I’ve observed a lot of different sales processes and at the heart of each of them is a simple strand of steps:
1. Ask Questions
2. Focus on a Problem
3. Offer the Solution
Ask questions until the recipient of your sales pitch reacts to one of them. Probe further, and hone in on the specific problem, the specific pain being experienced. If you think about it, sales is simply giving people what they want at a price they are willing to pay. Find the problem, and the bigger the problem is, the bigger the price others will pay you for your solution.
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