What effective selling is really all about is effective problem solving. Anyone engaged in any marketing endeavor should focus first on solving problems for clients or customers. If this is done consistently, sales will happen naturally, because customers immediately realize the value that the seller is delivering. This, of course, is the exact opposite of the salesperson or entrepreneur who merely tries to convince the prospect to purchase through force of will, but who doesn’t offer any tangible proof of value.
Solving problems for people creates immediate value. And this fundamental exchange of value is always at the heart of any successful sales transaction. Furthermore, unless both parties perceive this value exchange as being equal, the transaction simply will not take place. All of the talking and salesmanship in the world is not sufficient to convince a prospective buyer of the value exchange. Conversely however, by identifying problems that are causing pain in the prospective buyers life, and then by solving those problems, the flow of sales and new business will be never-ending.
Of course, in order to solve problems you must first be able to identify what those problems are. This is clearly one of the most important traits and skills that a salesperson or Internet marketer can have. By being able to talk to prospects and to clearly identify what their problems are — where the pain is — only then can the entrepreneur go about solving those problems.
After the problems have been identified, the salesperson or entrepreneur must then be able to solve them. If the offerings of the business are consistent with the problems that that prospective customers typically face and provided that the offerings can legitimately solve those problems, transactions will occur regularly. If you want to sell, you need to solve.
