In class this Monday, we discussed the conventional wisdom that sales is about problem solving. While there is truth to some extent in this statement, in this day and age, it is not enough to simply solve a problem. Yes, in the end, we hope to have solved a clients problem with our solution, however, the real value derived from salespeople is their ability to find and locate a problem. This creative discovery process is what leads us to making our sale to begin with. If we can hone our skill of ‘hacking pain’ we make ourselves so much more valuable than the average salesperson. We see now that with the digital age, solving the problem is assumed, though some prospects would not know of their problem if we did not provide the clarity they need by asking questions and letting them speak. This is such a soft skill industry where no amount of hard skill task oriented work will make up for the relational aspect that needs to be fulfilled. With this new wisdom, we can pair both hard and soft skills to create an unmatched skillset that is priceless to the prospect. The concept of clarity is one that is imperative to the success of a modern salesperson.
BoweryJE22 2 thoughts on “Quality in Clarity”
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You are so right! Sales is in the field of “soft skills”. There is no correct way to sell, because each client is unique and each situation calls for unique strategies to make the sale. Providing clarity is an extremely important, yet difficult skill to grasp. However, once the client has clarity, they are able to see the need for your product or service.
Hey Ben – I completely agree with your points on sales and problem solving. It’s crucial for salespeople to not only solve problems but also to identify and locate them in the first place. I like what you said on the creative discovery process and the skill of ‘hacking pain’ as being invaluable in today’s marketplace. Hard skills are important but soft skills like communication and empathy are equally important in creating a successful and lasting relationship with clients. Overall, I think your insights on the topic are very valuable and I enjoyed reading your thoughts on it.