Problem-solving techniques: a 3-step process to increase sales

In order to increase sales, it is important that you focus on solving the customer's problem. The best way to do this is by using a three-step process: first, ask questions; second, identify the problem and find out what solutions they have tried or considered; and third, offer a solution. This blog post will detail each of these steps so that you can easily apply them to your business for increased sales!

Step One: Ask Questions It's important to know what a customer's problem is before trying anything too drastic. This can be done by asking questions, such as "What has been going on?" or “How long have you had this issue?” These types of queries will help your business get the information it needs in order to offer assistance that may work better than their previous solutions! These open-ended inquiries are also beneficial because they allow customers an opportunity not only to share but become more invested with any feedback and suggestions offered based upon those insights we receive during our conversation. With some practice, this will become natural for your salesperson and always lead to the second step.

Step Two: Identifying the problem. After asking multiple open-ended questions which are crafted to lead the client to isolate their biggest pain point(s) it is important to clarify using their words what their problem is. For example, if someone identifies that they have been unhappy with a particular product because it did not live up to the marketing then say, so just to be clear, the product you purchased did not do what you were told or assumed it was going to do, is that correct? Wait for the answer then follow with one more question. Is there anything else that troubles you more about this product? Rarely, if ever, does a salesperson do this. And it drives me crazy because it is as important as "do you want fries with that"

Step Three: Offer a solution. Your solution should only be based on the absolute problem. If you enter into this stage a little bit unsure then do not proceed. Go back to step two. You should not offer solutions to problems that you are not 100% sure of. The solution should clearly solve their problem or offer the most promising answer to their pain point. If done properly, the sale should come naturally to both parties. Regardless of the outcome, both parties will conclude with a satisfying experience.