Solve, don’t sell

One of the things I’m enjoying most about podcasting my client’s conference in Vegas is the people I’m meeting. You see, this is an internally focused event for sales people and resellers (which is why I can’t share any of the audio content we’re creating – sorry). In conversations with these top performers, I’m hearing a recurring theme: Don’t try to sell your product or service; instead, work hard to solve your customers’ problems.

In an address to 3,000 people this morning, the CEO of my client’s organization cited one example after another of success stories that happened only because someone looked at the long-term relationship with the client (not just this quarter’s sales figures), listened carefully,  and then  asked, “How can we help solve this customer’s business problems?”

Especially in this economy, clients and prospects want to know: “Do you understand us? Are you listening? Can you help?” And if you’re positioned to be that person who listens and understands, you’re golden.

Photo: Indoor waterfall at the Palazzo Hotel.

Comments

[Andy Donovan]

Wow what a timely post Donna - far too often we hear about sales people taking the "ABC's" of selling to the extreme without looking to the long-term rewards of nurturing a client relationship through solving their issues or addressing their needs and not ours.

Here's hoping that this post finds its way through the proper channels and becomes the mantra for solving vs selling advocates.

[Tom Keefe]

This is sage advice for old-timers and newbies alike. Thanks for the post, Donna. Of course you can't share any audio content from there--what happens in Vegas, stays in Vegas!