The Effectiveness of Problem-Focused Selling vs. Solution-Focused Selling

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Did you know that problem-focused sellers are 30% more effective than solution-focused sellers, yet only 13% of sellers take a problem-minded approach to discovery (Emblaze)? Thoughts?

5 comments

· Sorted by Oldest

Jimmie Q.
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Interesting! Can you give an example? I always use both in conjunction -- identify problem, agitate the pain, and then provide the solution.
Matt E.
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Agitate - I love that word. Consider it yoinked! I coach my clients to make sure when they identify, "agitate" and quantify the pain they use the right language. Its easy to fall into the trap of assuming terminology, language, metrics etc.
Matt E.
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I didn't answer your question! Sellers typically pitch too soon, without diagnosing the problem that their product solves. Interestingly it was Steve Jobs number one rule for sales
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Jimmie Q.
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Got it, so you mean don't skip the problem and go straight to the solution. We're on the same wavelength here.
Matt E.
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Yup - I'd even go further and don't introduce the solution before you have fully diagnosed the problem. But good to hear we're on the same page 🙌

Jimmie Q.
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Interesting! Can you give an example? I always use both in conjunction -- identify problem, agitate the pain, and then provide the solution.
Matt E.
·
·
Agitate - I love that word. Consider it yoinked! I coach my clients to make sure when they identify, "agitate" and quantify the pain they use the right language. Its easy to fall into the trap of assuming terminology, language, metrics etc.
Matt E.
·
·
I didn't answer your question! Sellers typically pitch too soon, without diagnosing the problem that their product solves. Interestingly it was Steve Jobs number one rule for sales
Loading attachments
Jimmie Q.
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Got it, so you mean don't skip the problem and go straight to the solution. We're on the same wavelength here.
Matt E.
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Yup - I'd even go further and don't introduce the solution before you have fully diagnosed the problem. But good to hear we're on the same page 🙌