Sunday, May 1, 2011
Strengths Based Selling: #6 Identifying Solutions
Identifying Solutions: I particularly liked this chapter because the authors basically describe a coach-approach to sales. Here’s what they say: “To find a solution [for the client], you don’t need to know all the answers, but you do need to know how to ask the right questions” (p. 59). Asking for a deep description of the problem and further issues surrounding it—like what the CEO’s priorities are— can really help you to bring true value to the sales conversation.