Do You Suffer From Premature Problem Solving?

I must make a confession. I am a premature problem solver.

Let me explain.

You see, whether it’s with a client in a sales scenario, talking with my wife after she’s had a tough day, or chatting randomly with a stranger on an airplane, I want to solve their problems.

And I want to do it right now!

Maybe you can relate. As I am coaching and training across the country I see this same tendency in sales professionals. We try to solve our customers’ problems too fast.

You are probably thinking, “Dude…that’s our job.”

I know. Technically, solving problems is your job and you are correct.

But what if you are prematurely trying to solve a problem before you truly understand it? If you do, you’re likely to provide an incorrect solution for your customer.

Also, if we attempt to prematurely solve our customers’ problems, another issue comes into play –  the problem of perception.

By perception I mean the customers’ perception.  According to surveys, most customers view salespeople as pushy – even before they meet you.

Attempting to solve customers’ problems too quickly can come across as being pushy which causes them to want to get away from us. To fix this problem we need to practice not solving problems.

I’m not suggesting you never attempt to solve your customers’ problems. Just do it as the problem(s) arise naturally during the course of the sales process.

This is much more difficult than it sounds.

To demonstrate how difficult it is, I’d like to present you with a challenge.

At our 4:2 Formula Academy™ I challenge the entire class to go a full 24 hours without providing one solution to their spouse or significant other. Yes, you read that right.

Now I’m challenging you to do the same thing. NOT ONE SOLUTION WITH YOUR SIGNIFICANT OTHER FOR 24 HOURS.

When he or she complains about a coworker, the kids, or how a friend posted something rude on Facebook, all you are to do is listen and provide empathy. Here are some examples:

• “Wow. That sounds tough.”
• “I can’t believe she said that.”
• “What are you going to do?”
• “Are you okay?”

One acceptable caveat is if your partner directly asks you, “What do you think I should do?” At that point you can offer a solution. Otherwise, no solutions. Period.

By practicing to not give solutions at home, you will learn to slow down when engaging customers, to uncover their real issues, and to ultimately provide better solutions.

AND oh yeah… you’ll also be seen as a human being who cares for your customers’ needs rather than a commission-driven salesperson with commission breath.

Feel free to share how you did with your 24-hour challenge. Give me the good, the bad and the ugly. My email is [email protected] or message me on Facebook here.

Good luck!

Be a part of Ryan Taft’s exclusive 4:2 Formula Academy. Join him in December for a dynamic and personal 12-week training & coaching experience! For more information click here.