BRX Pro Tip: Become a Problem Solver
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, here’s an idea. Instead of being a salesperson, become a problem solver.
Lee Kantor: [00:00:12] Yeah, this is a really good advice, especially for a young person that has some negative connotation about selling. If you reframe what selling is, is really you trying to help somebody solve a problem they’re having and see if you’re the right fit. If not, you know, pass them along to somebody who is a better fit for you. But if you have that kind of mentality and mindset, you’re going to sell more.
So, just try during your next sales call, spend just the vast majority of the time being curious. Ask more questions, get into the weeds with the prospect about their business, understand their hopes and dreams. What are the things that are frustrating them? Discover the things that they do well, and they think that they’re special. Find out the things that are easy for them. Find out the things that they struggle with. What are the things that frustrate them?
When you have this kind of clear picture of their life and their workday, then it’s easy to make recommendations. Then it becomes clear to see, you know what, I can help this person, or you know what, I’m not the perfect fit for this person, but I do know somebody who is. And this is where the Business RadioX kind of process that we go through, the way that we help our clients, the way that our studio partners work every day. We’re kind of good at this, maybe probably better than average because we spend most of our time asking questions. Our go to move is to ask questions. That’s what we’re doing every day is we’re asking questions when we host shows and interview people.
So, we’re kind of — we get better sales results, I think, because we’re just better question askers than the typical salesperson, and we’re there to try to serve. So, if you think of yourself as a problem solver, you’re probably going to sell more.
