The key to success in sales is these simple three steps:

  1. Ask great questions
  2. Find a problem or problems
  3. Propose solutions

Think about it. When someone in sales is calling on you do you want them to lead with telling you all about how great their company is? Or were you interested in talking with them because you have a problem that needs a solution?

The key to this simple sales process is that it shows you care. People that talk about themselves appear to care mostly about themselves. People that ask great question appear to care mostly about others.

Another key is that if you don’t find a problem you have nothing to offer except, perhaps, a lower price.

Want to be more successful in 2021? Find more problems.

About The Author

Greg Muzzillo started Proforma as an industry distributor in 1978. The company grew quickly and in the early 1980s Proforma was recognized for three consecutive years on Inc. magazine’s list of the 500 fastest-growing companies in North America. In the late 1980’s Proforma introduced its membership program to empower distributors to retain their business ownership and independence, and to share in sales and marketing resources, purchasing power with industry suppliers, one back office including all billing, accounting, vendor payments, cash flow, computer systems and more. Today Proforma has over 600 Members and is the $500 Million leader in the Promotional Products and Print Industry. Proforma’s record breaking success includes having 18 of its Affiliates named to Inc. Magazine’s 2020 list of the 5,000 fastest-growing companies and 193 Affiliates achieving its Million/Multi-Million Dollar Club with sales up to $38 million.