{"id":1226,"date":"2011-01-10T04:00:32","date_gmt":"2011-01-10T08:00:32","guid":{"rendered":"http:\/\/www.jbarrywatts.com\/blog\/?p=1226"},"modified":"2010-12-31T19:37:05","modified_gmt":"2010-12-31T23:37:05","slug":"solve-problems-or-selling-products","status":"publish","type":"post","link":"https:\/\/old.jbarrywatts.com\/blog\/2011\/01\/10\/solve-problems-or-selling-products\/","title":{"rendered":"Solve Problems? Or, Selling Products?"},"content":{"rendered":"<p>People buy things to solve problems.<\/p>\n<p>Women buy make-up and breast implants to solve the problem of what isn&#8217;t or what was. Men get hair implants, gold necklaces and red Corvettes for the same sort of reasons. Corporate executives buy new technology, hard assets and infrastructure because they have a dilemma. Their existing stuff can&#8217;t get them where they want to be.<\/p>\n<p>People buy things things to solve problems.<\/p>\n<p>Today I received an unsolicited call from a salesman. He had my cell number (grrrr) and had been referred to me, so that made it a warm call. He has a product I am interested in. In fact, I had intended to buy this product last month, but the person I was going to buy it from suddenly went out of business. So, I am a fairly good prospect for him.<\/p>\n<p>Seconds into our call I noticed that he was so busy telling me all about how great his product was that he didn&#8217;t have time to inquire about my needs. He wasn&#8217;t focused on solving my problem, instead he was selling his product.<\/p>\n<p>Selling is not telling. You can&#8217;t talk your way into a sale. But you can listen your way into a sale.<\/p>\n<p>If you want to be a better salesman, learn to ask questions; skillful questions that lead your prospect in the direction you want them to go and honest questions that genuinely seek to solve their problem. Then listen!<\/p>\n<p>Talk less. Sell more!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>People buy things to solve problems. Women buy make-up and breast implants to solve the problem of what isn&#8217;t or what was. Men get hair implants, gold necklaces and red Corvettes for the same sort of reasons. Corporate executives buy new technology, hard assets and infrastructure because they have a dilemma. Their existing stuff can&#8217;t [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[77],"class_list":["post-1226","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-salesmanship"],"_links":{"self":[{"href":"https:\/\/old.jbarrywatts.com\/blog\/wp-json\/wp\/v2\/posts\/1226","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/old.jbarrywatts.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/old.jbarrywatts.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/old.jbarrywatts.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/old.jbarrywatts.com\/blog\/wp-json\/wp\/v2\/comments?post=1226"}],"version-history":[{"count":2,"href":"https:\/\/old.jbarrywatts.com\/blog\/wp-json\/wp\/v2\/posts\/1226\/revisions"}],"predecessor-version":[{"id":1233,"href":"https:\/\/old.jbarrywatts.com\/blog\/wp-json\/wp\/v2\/posts\/1226\/revisions\/1233"}],"wp:attachment":[{"href":"https:\/\/old.jbarrywatts.com\/blog\/wp-json\/wp\/v2\/media?parent=1226"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/old.jbarrywatts.com\/blog\/wp-json\/wp\/v2\/categories?post=1226"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/old.jbarrywatts.com\/blog\/wp-json\/wp\/v2\/tags?post=1226"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}