Seven Steps for Solving Big Problems

As a b2b sales person, one of your greatest assets is the ability to solve problems for both you and your company AND the customers big problems they have shared with you.

The ability to be creative and find a solution is a trait heavily admired by customers. This trait also moves you up above the commodity seller and to the ranks of the problem solver. This is a much better level to be recognized by the customer – it gets you more solid opportunities to make sales.

Being able to solve a big problem is a valued trait for anyone, especially sales people. So, today, I’m sharing a seven step method I have used and shared with others to improve their problem solving abilities. If you follow the steps you will solve any problem you run into. In fact, the more often you use, the better you will get at solving problems.

So, here are the seven steps to problem solving…

Read more…

10 Questions to Test Your Creativity IQ

Okay, I got the message. Several of you after reading the b2b sales tip on the four areas to apply creativity asked me “How do I know if I’m creative or not?”

While I come from the school of everyone has creativity in their DNA, it is true some of you have had the creativity gene vaccinated while in our school systems or even the military service. And, some have endured family members calling you names and stuff with the consequences of low self-esteem and a loss of creative confidence.

I still believe everyone has some genius within, you may have to have some objective data or information to accept it as true. So, here are ten questions designed to help you discover your overall creativity level.

So, here are the ten questions to uncover your level of creativity…

Read more…

Four Areas for B2B Sales Creativity

For years we have taught sales people and particularly b2b sales people that creativity is your personal competitive advantage. When you use creativity correctly you win more sales and accounts.

In my opinion there are four areas where your creativity is a necessary part of the sales process. The need for creative application in these four areas is critical to your b2b sales success.

So let’s look at these four areas whereby you will need to apply your best creativity…

Read more…