So what do you sell? Answers to problems, relief of a customer’s pain, ways to accomplish a customer’s objectives, and yes, even solutions can be used to describe the real value you bring to customers.
It is a pleasure to watch a true sales professional when he or she, during the conversation, digs down into the customer’s objectives before trying to present their "spiel." How much easier is it to develop "solutions" that are mutually beneficial when you know what the customer really wants?
