Selling in today's competitive arena requires more than hard work, skill, or luck. It takes relationships, creativity and a process to manage the continual exchange of ideas. I know the "Selling Solutions" process works because personal experience and watching my clients grow their business with it. It’s a part of all of my sales training workshops and is used daily in my consulting practice.

Why is the process so effective? Because it's adaptable to any situation, flexible to fit the needs of the people involved, and above all - it focuses on identifying and offering a solution for a customer's need. Here's a review of "Selling Solutions"...

1. Build rapport: Get to know them as a person.

2. Establish interest: Spend some time listening - share only the basic information.

3. Identify needs: Find their hot button - their personal passion or pursuit.

4. Offer solutions: Creatively connect your product or service to their hot button.

5. Motivate to action: Make them want to be involved with you!

6. Overcome objections: Ask more questions to uncover real concerns.

7. Gain commitment: Seal the deal and follow-up, follow-up, follow-up.

How can these steps help you better connect with your customers and prospects? It’s about being a problem solver by offering a solution rather than peddling a product.