Simplicity is always the best formula to follow when it comes to problem solving. Sales and marketing are essentially problem solving at its best. Businesses and their owners/ management are always confronted with some type of a challenge or “problem” that they are trying to solve or overcome. Most sales people do not spend the time asking the right questions of their prospective clients, rather they talk about what they know or what they want to sell to close the deal. Unfortunately for them, their failure rate is very high as a result of such approaches since their engagement value with their prospect is very low.
In addition to listening intently when prospects are speaking, it is incumbent for sales people to ask the appropriate questions that will engage their prospects to allow them to express their true needs, feelings, and problems. Tai Chi is an ancient martial art that was originated in China dating back over 4,000 years that is principally the science of moving energy. The most important aspect of mastering this art is the ability to engage without a preconceived notion as to what you are about to do nor where you are going. It is responding to whatever environmental stimuli comes your way. Mastering sales is no different. There is no preconceived outcome, only the ability to uncover those hidden thoughts that surface as a result of asking the right questions.
