Thank you so much for sharing your feedback, James! I truly appreciate your kind words and am happy to know that my posts have been helpful to you. Your support means a lot to me and motivates me to continue writing :)
Another great approach is to focus on the problem. To your point, we do not want to be solid to. But we do want to solve problems in our lives. So focus on those problems that you solve for customers. Evangelize the problem and you will solve for the customer. Once you are aligned on the problem it’s not a sell any more, it’s a joint problem solving project (JPSP maybe for short).
I see your point, but I wouldn’t necessarily call it a different approach—more of an addition to listening. Listening remains essential if you truly want to understand a problem. Without it, you can’t even identify the problem to begin with.
Moreover, focusing only on the customer's problem risks overlooking critical nuances. Such as how the customer actually envisions the solution. Is my solution truly solving the problem for them?
A more holistic approach could provide greater value and ensure a more tailored outcome.
That’s a good clarification. It is additive to your approach I agree there.
I agree that a big part of ensuring you are solving the right problem is listening to the customer. Truly listening and understanding their challenge makes sure that your solution solves there problem.
There’s also the challenge of understanding the customer’s problem and pulling them into the future. Thinking of Henry Ford’s quote about asking people what they wanted and they would tell you a faster horse. So you have to listen so you understand how to guide them forward.
I've come to enjoy your posts very much and find them interesting and very helpful. Thanks!
Thank you so much for sharing your feedback, James! I truly appreciate your kind words and am happy to know that my posts have been helpful to you. Your support means a lot to me and motivates me to continue writing :)
Another great approach is to focus on the problem. To your point, we do not want to be solid to. But we do want to solve problems in our lives. So focus on those problems that you solve for customers. Evangelize the problem and you will solve for the customer. Once you are aligned on the problem it’s not a sell any more, it’s a joint problem solving project (JPSP maybe for short).
https://open.substack.com/pub/engsales/p/tft-the-founders-guide-to-selling?r=jhbvp&utm_medium=ios
Thank you for sharing your perspective!
I see your point, but I wouldn’t necessarily call it a different approach—more of an addition to listening. Listening remains essential if you truly want to understand a problem. Without it, you can’t even identify the problem to begin with.
Moreover, focusing only on the customer's problem risks overlooking critical nuances. Such as how the customer actually envisions the solution. Is my solution truly solving the problem for them?
A more holistic approach could provide greater value and ensure a more tailored outcome.
That’s a good clarification. It is additive to your approach I agree there.
I agree that a big part of ensuring you are solving the right problem is listening to the customer. Truly listening and understanding their challenge makes sure that your solution solves there problem.
There’s also the challenge of understanding the customer’s problem and pulling them into the future. Thinking of Henry Ford’s quote about asking people what they wanted and they would tell you a faster horse. So you have to listen so you understand how to guide them forward.
Exactly! And it always starts with listening :)
So grateful for this enriching and inspiring perspective 🙏
Thank you for taking the time to leave such kind words :)
I’m delighted to know that this perspective resonates with you and adds value to your experience 🙏