Solving vs. Selling

Here's the thing about selling. Nobody wants to be sold to. What people do want are solutions. Need a new car? The problem is that you've outgrown your old one or worse yet, it's just gotten too expensive to maintain. Did the world change when you weren't looking? You might need help navigating that change, but you don't need to buy a bunch of stuff from a menu—you do need people, skills, talents, tools and the right relationships to help. But help really means "help me solve this"—and that means doing it together. So when you're "selling" what you're really doing is showing how well you can work together to solve the problem.

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