A sales trainer argues that salespeople should focus on solving customer problems rather than closing deals. Instead of asking when a deal closes, ask when you've solved the customer's problem. Customers buy when they need a solution, not because of sales pressure.
It's about being proactive. It's not about waiting for the customer to call. It's about finding opportunities to help the customer before they know they need it, right? Right. Before they know they need it. It's about focusing on results. What results is the customer looking for? I know what results you're looking for. It's called getting an order. That's easy. What results are the customer looking for? Those are the results we're talking about focusing on. I know— and I know that Glenn for sure does this, but I'll pick on him anyway. Why not? The sales manager is always asking, when are you going to close the deal? When's the deal going to close? When are we going to get the order? When are they going to sign the PO? The real question is, when will we know we're solving the customer's problem? Because as my friend Ted likes to say, customers buy when they do And not one minute before. Thank you.
