Consultative selling, the art of problem solving

[Ehsanuls55]

Summary of this article:
Companies buy because they have problems to solve (obstacles that stand in the way of their business objective).
A market problem is the key connector that enables business conversations between your company and your prospect.
Knowing the market problem your company solves is the essence of effective marketing.
You can learn about your client's problem through research techniques, to the point of actually “feeling” your client's pain.
When you know your customer's real problem, you can better understand your value proposition and your differential (with Value Proposition Canvas).
Many companies fail because they focus on the wrong problems.
The big challenge is to put yourself in the customer's shoes, understand their problem, understand engineering directors email list how to solve it better than anyone else, and create a narrative around those points.


Every problem your customer has is a marketing and sales opportunity
Running a business is all about solving problems first and foremost.

And knowledge is the key to achieving it.

In our personal lives, the word “problem” has a negative connotation. It makes us think about the many problems we have as a society, in our lives, with the economy, etc.

But in the business world, a problem is a challenge to be solved.

In fact, if there is no solution, it is not a problem. This pragmatic approach allows us to treat problems as a game, a list of obstacles to overcome. And this makes it entertaining.

If you don't know your client's real problem, you're one step behind.
When you know your customer's real problem, you have an opportunity to differentiate yourself.

In B2B, customers buy because they have a problem to solve, a need.

In the B2B market…

A company buys a website because it needs to position itself, modernize and update itself.

You buy a CRM because you need to professionalize your sales and have greater control over commercial activity.

Hire a rebranding because you need to relaunch and renew your image in the market to be more competitive.