The Problem-Solving Approach to Sales: How to Sell Without Feeling Like You're Selling

Sales. Just the word itself can send shivers down the spine of even the most seasoned professionals. For many of us, the image that comes to mind is one of slick, smooth-talking salespeople trying to push products or services on unsuspecting consumers. But what if there was a different way to approach sales? A way that didn't make you feel like you were selling, but rather solving problems and helping people?

The truth is, if you can change your mindset about what sales really is all about, you'll never feel like you're selling, and you'll seem like a natural at it. You see, sales process is important, but it's not as important as your perception of how to sell, and the client's perception of you.

I spent 16 intimidating but eye-opening months in sales, and here's what I learned: I hated the concept of selling that I associated with it. It was scary, intimidating, and I felt entirely unqualified to do it. But then I realized that sales is not some mystical skill set that only a select few are born with. We can all "sell," the question is whether you have something to sell, and if the client has a need. As long as you can solve a problem for someone, you can sell them the solution.

So, how do you approach sales in a way that feels natural and genuine? Start by reframing it as problem-solving. If you can find a way to alleviate something that is painful for a client with your skill set, then you are valuable. Conversely, if you can't solve their problem, you'd better find out quickly and walk away. Do not underestimate the amount of time and money you can waste trying to make something work.

Another key aspect of successful sales is building trust with clients. Referrals can be a valuable source of leads. If someone trusts you enough to recommend you to their network, you're already 95% of the way there. But even with cold leads, you can build trust by being easy to work with and flexible. If someone says "Can you do X?" don't tell them no. Remind them that all you try to do is solve problems, and if you don't have an immediate answer, you'll get one for them. There is value in that. It also helps you avoid feeling like your skillset is inadequate in any situation.

Finally, it's important to know when to walk away from a potential deal. Not every prospect is a good fit, and it's sometimes necessary to walk away if it's not the right fit for your business or if you can't solve the client's problem. Asking for a budget can also be a useful way to gauge a prospect's willingness to invest in a solution to their problem.

In conclusion, reframing sales as a problem-solving activity rather than a scary, intimidating process can make all the difference. By building trust with clients, being easy to work with, and being willing to find solutions, you can establish long-term relationships and feel like a natural at sales. And remember, success is as much influenced by knowing who you shouldn't work with as it is finding the right people.