REPLACE THE WORD PROBLEM WITH CHALLENGE 

I learned years ago to replace the word problem with the word challenge and it proved to be a process that immediately improved my selling.

Whenever we use the word problem it seems to create a feeling of no hope, or a real fight to get on top of it. On the other hand the word challenge tends to invite you to find a solution. And that make the situation far more tolerable.

So rather than help them fix their problem, as so many salespeople tend to say these days, tell them you will help them with their challenge or challenges. There is a vast distance between the two

Peter Collins

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