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.