Merrick, NY--If you've ever taken a sales training class or listened to a motivational sales training speaker, you've probably heard the example about selling a drill. In short, you're not really selling a drill to your customer, you're selling a hole to your customer. How big the customer wants the hole to be, the material the hole needs to be made in, and how quickly and easily they want to make said hole will dictate the size and power (and price) of the drill that they buy from you.
In short, your goal is to solve the customer's problem: how to get a hole into a solid surface. And that, in a nutshell, is a key to closing more sales. Just like a drill is a tool to get a hole in a wall, problem solving – instead of selling -- can help you better close sales, says trainer Hannah Brooks in this video. Click here to watch.