Benefit Selling
June 7, 2016
A mentor of mine once told me you either learn to sell solutions or you’ll learn to sell problems. I heard it, but didn’t fully understand until I learned the hard way. I might add that its the customer that buys solutions. And, if you try to sell on any other basis, you lose. But, that’s the problem, a problem for the seller and a problem for the prospect. The prospect misses out on the benefits of the product, and the salesperson doesn’t get paid. All because the seller didn’t sell solutions.