Every sale starts with a problem…..

We are all ‘buyers’. We buy things every day of our lives. We are all experts in buying, we just may not realise it. The reason we buy things is that we have a problem to solve. If you just moved in to an apartment and you have nowhere to sleep, then you visit the bed store and buy a new bed. Your problem is solved.

Nobody buys anything that does not solve a problem in their lives.

Every material thing in our daily lives must be bought. It follows that someone must sell those things.

If you look around the room you are sitting in you will be able to identify hundreds, if not thousands of items that have been sold, and in many cases those things have been sold 4 or 5 times before they reached your room. A small metal component that makes up part of your desk has been manufactured, soldto a wholesaler in bulk, perhaps exported to a distributor and then sold to the desk manufacturer, who has then sold it to you as part of your desk.

With each step in that supply chain a salesperson has negotiated with a buyer. A price agreement has been made and a sales commission earned. Has the salesperson ‘sold’ the item, or did the buyer simply ‘buy’ the item?

Salespeople must understand their role in this process. They must allow people to buy the best solution which solves their problem. If you start your sales career with this perspective, you will succeed.

Want to know more? The Sales Professional