This past week we talked about the idea of clarity in sales. This was something that I really enjoyed learning about because I think that it helps to reinforce a lot of the other ideas that we talked about in class this semester. Clarity in sales in the capacity to help others see their situation in a new way to identify problems that they might not have realized the had. We also talked about how conventionally people would say that good sales people are good problem solvers but the real value in sales to being a problem finder. This is especially applicable in situations were the clients are confused. Now this doesn’t mean that as a sales person you should just find random problems so that you can convince your customer that they need whatever it is that you are selling. This means that you should ask good questions so that you can get down to the root of the problems that the customer is having. Getting to the root causes will help the customers figure out what there problems actually are and how they can get them fixed. Once we figure out what root cause is then we as sales people can provide a clear path to action. One of the things that was mentioned in class is that sales people in the 21st century need to figure out how to hack pain. Part of this pain hacking is learning how to ask questions the right way. Some of the questions that you can use are on a scale of 1-10 questions. It seem like these types of questions are a little bit irrational but in reality then can provide a lot of clarity. They can give you a clearer understanding of what a customer is thinking about a certain aspect of what you can provide them. With this information you can then figure out what you as a sales person can do better to better meet their need.
RyanWalton2003