SalesFormance promotes "problem seeking" versus "problem solving".

Most experienced sales representatives pride themselves on being "problem solvers". The more experience they get, the more likely they are to jump to a solution before the buyer is ready. Effective selling is NOT intuitive. As a matter of fact, your instincts will most likely work against you as you become more knowledgeable. By shifting the focus of your sellers from Problem Solvers to Problem Seekers, you will empower you sales force with the skills they need to sell more products and services at higher margins.

If your goal is to "inform" your buyer on why your product or service will help them and why it's better than competing alternatives, you may be in trouble. SalesFormance will help you create urgency by "problem seeking".

The secret to effective selling is quite simple. You have to be skilled enough to make your solution the buyer's idea. People don't argue with their own ideas! The concept is simple, but it just takes the right skills. Instead of "offering solutions" before the buyer is ready, SalesFormance will help your sellers become skilled at "seeking solutions" from the buyer so that the solution becomes the buyer's idea. Get your sellers to stop trying to "convince" the buyer and arm them with the skills to get buyers to convince themselves.