Solving A Problem Guarantees A Sale

by Fran Piggott  - August 3, 2009

by Fran Piggott

Word of mouth or a referral is a powerful way to grow your sales. This not only comes from satisfied customers but also because you’re considered an expert in your field.

Achieving this status comes down to how you solve your customers’ problems. You must understand and appreciate exactly what your customers need when they do business with you – even if they are not sure themselves! Once you know what your customer is ultimately wanting to accomplish, you lead him or her to the best solution to reach this outcome. In this way you become their trusted adviser and gain the recognition of an expert in your field.

For example, a man who goes into a hardware store to buy a power drill doesn’t really need a drill – he needs holes! He may think he needs a drill but here’s where you find out what he needs to drill holes for. Once you’ve established this outcome, it’s your responsibility to guide him in the best way to provide a solution for him ….. which may be better solved by not drilling holes! You have just become his trusted adviser and friend.

The value you provide to your customers and everyone you deal with, can be more rewarding than you ever realized. In this way, your customers keep coming back for more of your advice ….. and of course, buying more of your products.

I’d love to have your input and questions … as I’m sure many others would, so let’s have your comments below.


“Develop your assets. Your most valuable asset is your reputation ….. how you are known to your customers.”


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