Be the Answer

It is no secret that the business climate has toughened up for everyone. Commerce has slowed down, particularly in the Detroit area, but it has not stopped. Transactions are still happening, money is still changing hands, and value is still being exchanged. Let’s say that the glass is half full.

A lot of local firms are struggling with slumping sales and don’t quite know what to do about it. Some have been so busy servicing their customers during good times that they forgot how to hunt for new business. Others, who purchased or inherited existing companies, never really knew how to develop new clients.

Helping Hands

Sales consultants, sales coaches, business development programs, seminars and other sales information sources are doing a land office business. Events are sold out. Companies are looking for answers.

I recently wrote about the value of developing and maintaining a slight competitive edge as a tactic for winning business. I also have noted that you have to want to sell to be successful. And, that sales activities count toward success. More sales calls equal more sales. There is a more important truth. The path to recovering and rebuilding your business is based on problem solving.

Solving Problems

At the very core of the sales elite are problem solvers. They understand that buyers will invest in solutions to their problems. As a problem solver, you immediately separate yourself from the pack of order takers and underachievers.

Your product or service has value to someone. Do you have a clear understanding of who is served by and why they are better off for dealing with you? Figure it out. It’s the first step to business recovery. Problem solving is the essential factor in getting back in the hunt.

Be the Ball

“Be the ball” is a saying in sports that when roughly translated means to be focused on task like a laser beam. In the sport of sales you don’t need to be the ball but you do need to be the answer.