Solutions that solve problems sell

Any decisive competitive edge is created by satisfying a significant need of the market to the extent that no other significant competition can. “It sounds to easy” is the response I most frequently hear. These are companies that see a gap between their current reality and the one they wish to create. The question they could not answer was simple. “What is missing?” They needed to start selling solutions that their customers have in order to create value. The problem for each of them began in the sales funnel.

The “working” flow of the sales funnel is sales opportunities. It is critical to ensure these opportunities flow with the absolute minimum number of disturbances. Delays in flow result in poor customer service, deferred income, and inevitable firefighting when customer’s needs become urgent. Delays then clog the sales funnel, requiring more attention for delayed opportunities at the expense of bringing and following up on other opportunities. The immediate solution is to stop introducing every single request into the sales funnel. Flooding the sales funnel is guaranteed to cause poor multitasking of both your sales and support teams. If you desire to win more high-value clients to increase growth, you must limit the number of opportunities you introduce into your sales funnel; selecting the right opportunities to devote your attention. The right opportunities are the ones with a problem that you have a solution for. Your solution to an existing problem is what drives the sales with the right customers and creates value.