This quote is from Seth Godin’s blog: “If there is no solution, then it’s not a problem.” Seth always makes me think and ponder his words. Seriously, you should subscribe.
This quote reminds me of a concept that I frequently discuss with salespeople. It often starts with me asking, “what do you sell?” I believe the correct answer is solutions, not whatever widget they sell.
If you have not found compelling reasons for the prospect to buy your solution, then it’s not a sale.
Your question should be how do you uncover compelling reasons for a prospect to do business with you, one might call it Pain?
