Problems Are Your Friends

 Problems are your friends.

Problems are my friends too.

That's because problems are where the gold is.

Where This Comes From

When we sit down with a customer or a prospect, professional salespeople listen for one thing: the problem underneath what they're saying. We like problems because a real one is an opening. Solve it, and the person across the table opens up. They stay in the conversation longer, and they trust us with more of it.

Solving the problem is the sale. Everything else in that meeting is getting to the problem.

Smile When You Hear It

The next time you're in a conversation and you hear the word "problem," or "pain," or "obstacle," smile.

Most people flinch. Professional salespeople lean in.

The problem is where the future is.

Have a great day.

Roy Waterhouse is the founder of Lean Sales Group, where he coaches salespeople on building trust and growing accounts.