I’ve noticed the majority of people telling me their problems are really only identifying their symptoms. A sales rep tells you they’re losing business because their prices are too high or they can’t get customers to return their phone calls.
But when we look at the details and back story to these types of problem statements, they appear as they really are…just symptoms. With our rep’s statements the real problem is they don’t have a strong enough message of uniqueness and aren’t reaching the right people.
This is why sales managers need to be translators. To translate what the person is trying to say and then redefining the real problem(s) so actionable items can be implemented. This is also becoming a critical skill for salespeople.
Join me as I share ideas your team can be using to focus more on problems instead of just symptoms…so they can sell even more!