Another one of the topics that Professor Sweet taught that resonated with me, was the rule that the problem the prospect gives you is never the real problem. I thought about how a lot of the time in my life, I take different angles to get to the problem, because I don’t often want to admit what the real problem is. This is from a lack of knowledge, or an embarrassment that I may have this problem. I found that this happened a lot in my interactions with my family. This may be that the prospect doesn’t even know what the issue is. Professor Sweet said how it was dangerous to accept a false premise that the prospect might give. This really stuck with me because I know that it becomes easy to accept a false premise, just so you’re able to stop talking about the problem. I definitely think that this rule can be used in many areas of my life, and I think it is really important in sales as well.
BoweryJE22 4 thoughts on “The Problem the Prospect Gives You”
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i thought the same thing! I know this to be true of myself as well; it is so much easier to dance around what the real issue is than to just say it. And then the issue becomes more frustrating because you continually can’t solve it. This is important to remember in sales and in being honest with myself.
Like you said, sometimes the prospect doesn’t even know what their own problem is! This whole process can be useful in finding the customers ACTUAL problem and a valid solution!
A lot of times I find that sales concepts apply to everyday life as well – this is another example of that! Nice post!
It is really important for sales people do diagnose problems as well! Part of the issue certainly is that people do not know what the real problems are and so they attempt to try to figure it out: that is where the role of the salesperson comes in!