Sales Training: Focus on the Problem!
1,174 views · Published 20 July 2015 · 6:16 · Indexed 12 November 2026
Channel: Orange County Real Estate: Patrick Schwerdtfeger · 2015 · People & Blogs
http://www.patrickschwerdtfeger.com/sbi/ If you wish to increase sales, focus on the problem! Clarify the need. Spend at least 50% of your time explaining and describing the problem. Then, make the problem WORSE. Yes, you read that right. Project the problem into the future and explain what will happen if they DON'T solve the problem today. Then and only then, present your solution. Taking this approach will increase the value your prospect attributes to your product or service. It will also make them feel understood. They need to know that you understand their situation. It makes you a credible resource to help them improve it. Patrick Schwerdtfeger is a motivational speaker who can cover sales skills and provide sales training at your upcoming event. Visit his website to check availability and get booking details.
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