What is a problem? It’s a challenge. It’s a difficulty. It’s a goal turned inside out! Problems are really goals that have yet to be achieved. So, by learning how to solve your problems, you are learning how to achieve your goals!
Think about it. If you’re not achieving your sales goals, then that’s an unsolved problem. If you are not enjoying the kind of business relationships you desire, then this is just another problem that you must solve. Any sales obstacle that stands between you and your goal is merely a problem waiting for a solution. This is why success has been defined as the ability to evaluate and solve problems. Your real job as a professional salesperson is to be a professional problem solver. How good are you are at your job?
How do top performers solve problems? They begin by conducting an accurate evaluation of the problem. They know accurate diagnosis (evaluation) precedes effective prescription (solution). This is true for doctors in the field of medicine and it’s true for a salesperson in the field of business.
In fact, we’re evaluating right now. We’re identifying the root of an evaluation by asking and answering a series of questions. You see, questions drive your focus, actions and results. But of course, not everyone asks the same quality of questions. And this variance in the quality of questions, in part, accounts for the difference in results between top performers and average performers. Weak questions lead to weak results and superior questions lead to superior results. It’s just that simple.
Returning to our medical analogy, if an evaluation is the diagnosis, then a question is the scalpel used to cut to the heart of a problem and its cure. It’s the questions you ask and fail to ask that will affect your diagnosis and destiny. Consider the quality of the questions you ask yourself each day. Could you be cutting with a dull knife? Could your questions use sharpening?
The master key to success in business and in the business of life is learning how to solve problems. Questions are the key to solving problems.