{"id":361,"date":"2020-07-29T21:47:05","date_gmt":"2020-07-29T13:47:05","guid":{"rendered":"http:\/\/salesninja.asia\/ninja-blog\/?p=361"},"modified":"2020-07-29T21:47:05","modified_gmt":"2020-07-29T13:47:05","slug":"how-to-get-salespeople-to-think-of-solutions-instead-of-only-problems","status":"publish","type":"post","link":"https:\/\/salesninja.asia\/how-to-get-salespeople-to-think-of-solutions-instead-of-only-problems\/","title":{"rendered":"How To Get Salespeople To Think Of Solutions Instead Of Only Problems"},"content":{"rendered":"
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\u2753\u2753\u2753<\/b>Tired of your salesperson asking you questions and never giving you solutions?<\/h3>\n

Here are\u00a03 simple techniques to overcome time-wasting salespeople<\/strong>\u00a0and transform them into a professional and independent salesperson!<\/p>\n

Imagine this, you\u2019re at work, getting into the flow, you\u2019re busy managing and executing your tasks for the day, and then suddenly, your salesperson interrupts you and asks you \u201cBoss, how do I solve this problem?\u201d.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/section>\n

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\u274c Your flow is immediately broken, and let\u2019s say you take 10 minutes to answer your salesperson, but even worse it takes you another 23 minutes to get back into the flow! Research from the University of California Irvine has found that it takes an average of 23 minutes and 15 seconds to be exact to get into the flow!<\/p>\n

Now that is only one interruption from a single salesperson, multiply it by the number of questions that comes up in a day, and multiply it again by the number of salespersons that you have!<\/p>\n

How much of your time and productivity is wasted?<\/p>\n

How much of the salesperson\u2019s time and revenue that they could be generating is wasted just by asking questions rather than thinking for themselves as a professional salesperson should?<\/p>\n

\ud83d\udd51+\ud83d\udcb0\u00a0It all adds up to you significantly wasting your time and revenue that you and your organization could be earning!<\/p>\n

\u2709\ufe0f As a sales trainer, consultant, and coach I realize that there are a lot of salespeople who only act as \u201cmessengers\u201d. What do I mean by that?<\/p>\n

They go to the customer<\/p>\n

They come back to you<\/p>\n

They communicate the customer\u2019s question to you<\/p>\n

You give them the answer<\/p>\n

They go back to the customer<\/p>\n

They parrot back YOUR answer to the customer<\/p>\n

\ud83d\udd01Rinse and repeat<\/p>\n

An example of a conversation:<\/p>\n

\u201cOh, my customer wants this.\u201d<\/p>\n

\u201cSo, can I give the customer this?\u201d<\/p>\n

I\u2019m sure you\u2019re tired of your salesperson just being messengers, correct?<\/p>\n

So here are the 3 techniques to overcome this problem.<\/p>\n

1. \ud83e\udde0 STOP thinking for the salesperson! MAKE them think instead.<\/strong><\/h4>\n

How do we do it?<\/p>\n

When a salesperson comes and says:<\/p>\n

\u201cBoss, I have a customer. They don\u2019t reply to my messages, what do I do?\u201d<\/p>\n

He wants you to do the thinking as his sales manager and sales director.<\/p>\n

So, how do you respond to this particular question?<\/p>\n

You ask the salesperson:<\/p>\n

\u201cWhat have you done so far, that caused the customer not to reply to you?\u201d<\/p>\n

\u201cWhat did you say in the text message?\u201d<\/p>\n

\u201cHow did you call the customer?\u201d<\/p>\n

\u201cWhat is your script?\u201d<\/p>\n

By asking them a question, you make them think so that you don\u2019t need to think.<\/p>\n

2. \u270c\ufe0f The 2 solution Rule<\/strong><\/h4>\n

Set a rule with your sales team that whenever they come to you with a problem,\u00a0 they must already have a minimum of 2 different sets of solutions to that problem.<\/p>\n

So, using the same example as before<\/p>\n

\u201cBoss, I\u2019ve texted my customer and the customer doesn\u2019t reply.\u201d<\/p>\n

You ask the salesperson:<\/p>\n

\u201cWhat are your 2 solutions right now? \u201c<\/p>\n

Make them think by asking them this question.<\/p>\n

So that they will be able to come up with their own solutions first.<\/p>\n

They may not provide the right solution, but at least it gets them started to think for themselves.<\/p>\n

After they propose the solution to you, ask them:<\/p>\n

\u201cWhy did you pick this solution?\u201d<\/p>\n

\u201cHow do you come up with this solution?\u201d<\/p>\n

When you ask this question, the salesperson now must justify their response to you,\u00a0 which enables them to once again think, and analyze their own decision.<\/p>\n

3. \ud83d\udcaa<\/strong> Encouragement<\/h4>\n

If the salesperson says:<\/p>\n

\u201cBoss, my customer doesn\u2019t reply to me, what do I do?\u201d<\/p>\n

Some people\u2019s immediate reaction would be to say:<\/p>\n

\u201cHey, you should know what to do.\u201d<\/p>\n

\u201cI\u2019ve told you a million times.\u201d<\/p>\n

What happens then?<\/p>\n

The salesperson will become very demoralized, and will not think for themselves anymore.<\/p>\n

So, what you actually need to do is to encourage them.<\/p>\n

Let\u2019s say the salesperson is John, this is how you could reply to him:<\/p>\n

\u201cHey, John, come up with solutions.\u201d<\/p>\n

\u201cI\u2019m sure we can work this out.\u201d<\/p>\n

\u201cWe\u2019re going to combine resources and we can find a good answer together.\u201d<\/p>\n

Encourage them to come up with solutions so that their brain can work more effectively rather than shooting down their ideas and demoralizing them.<\/p>\n

TLDR:<\/b>\u00a0So, if you\u00a0ask a lot of questions<\/i><\/b>,\u00a0set the 2 solutions rule<\/i><\/b>, and\u00a0constantly give encouragement<\/i><\/b>, I\u2019m sure your salesperson will stop from being just a messenger and an order taker, and start becoming a professional salesperson that can think of solutions, to solve any sales problems that they face on a day to day basis.<\/p>\n

\ud83e\udde0\u00a0Ladies and gentlemen, remember,\u00a0MAKE THEM THINK.<\/strong><\/p>\n

If you\u2019ve learned something useful in this post like and share it so that we know it\u2019s helpful for you, and share with us in the comments section below your thoughts on what you would do to start making your salespeople think for themselves.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/section>\n","protected":false},"excerpt":{"rendered":"

\u2753\u2753\u2753Tired of your salesperson asking you questions and never giving […]<\/p>\n","protected":false},"author":2,"featured_media":382,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[49,50,51],"tags":[],"class_list":["post-361","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-power-packed-motivation-sales","category-sales-leadership","category-sales-motivation"],"yoast_head":"\nHow To Get Salespeople To Think Of Solutions Instead Of Only Problems - Sales Ninja - Sales Training in Malaysia<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/salesninja.asia\/how-to-get-salespeople-to-think-of-solutions-instead-of-only-problems\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" 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