Profit Is A Choice: Problem Solving as a Sales Process

Problem Solving as a Sales Process

Jul 24, 2022

200: Problem Solving as a Sales Process

WITH Jeremy Miner

With us on the podcast today is Jeremy Miner. Jeremy is the Chairman of 7th Level, a Global Sales Training company. Jeremy shares that “The single most effective way to sell anything to anyone in 2022, is to be a problem finder and a problem solver... NOT a product pusher.” We will discuss this and why the old ways of selling no longer work well.

Topics Mentioned:

Emotion vs logic
Selling is change
Change is uncomfortable

Key Thoughts:

If you want to be great at persuasion, at selling, you have to start looking and viewing your business or sales as collaborative; it's you working with the prospect to help them find problems they didn't even know they had. Jeremy Miner (3:10)
Michael Port in his book, Book Solid, makes the comment that sales isn't about coercion or twisting somebody's arm, it's about meeting them where they are. Michele (11:06)
You're not selling them the thing. It's not the sofa, you're not selling them the bar down in the basement, you're not selling them the new kitchen stuff, that's not what you're selling. You're selling them the results of what that's going to do for them. Really what you're selling is you're helping them solve any emotional need. Jeremy Miner (29:25)
Part of sales as well is I believe, is telling them I understand that this change is going to cause uncomfortableness and unsettledness. And I've walked this before and I've helped other people manage this change. We're here to help you manage the change. Michele (33:15)