At the same time, I had to help prepare for three major cases, and there weren’t enough hours in the day. Analyze the problem. Define the problem. Many specialists in organizations think they are above selling, that it … You must describe the problem clearly, and do it from the customer's point of view. It is a cognitive process involving modeling the problem and combining various skills in dealing with a certain situation. If you're not sure what to include, look to previous roles—whether in academic, work, or volunteer settings—for examples of challenges you met and problems you solved. Problem Solving is a highly intellectual-mental process and is considered the most complex skill the each person should have. Imagine being brought into a new customer to resolve critical problems with their Internet Services and being told, “The internet pipe is a problem. Can you identify independent standards that can be used? Diagnose the situation so that your focus is on the problem, not just its symptoms. Are there any special circumstances that are present when it occurs? A critical success factor is how to market your problem-solving abilities so people know what you can do for them and how that they can save time, money or effort by using your solutions. How long has it been going on? Sell the True Value. The reality is a little in between since part of problem solving involves creativity, which by definition cannot be rationalized as science since we are basically unaware or not conscious of it occurring. Helpful problem-solving techniques include using flowcharts to identify the expected steps of a process and cause-and-effect diagrams to define and analyze root causes.. At other times, no ready solution is apparent. Deciding to create solutions and driving them through the organization is part of what makes exceptional sales leaders exceptional. How is the problem affecting other processes or people? They don't jump to conclusions. They have a way of placing the problem in context. Choose an example that truly demonstrates your problem-solving skills at their best. From the 10 Immutable Laws of Power Selling (McGraw-Hill) ©2003 by James A. DeSena. Problem-solving skills help you determine why an issue is happening and how to resolve that issue. Once a course of action has been decided, it must be implemented along with benchmarks that can quickly and accurately determine whether it’s working. A good way to become a systematic problem solver is to adopt the following five-step problem-solving process: 1. The problem-solving approach to negotiation is an approach first articulated in the book Getting to YES, written by Roger Fisher and William Ury. Evaluate the problem – Sales need to be increased by 20% 2. To find out what the really difficult problems are, ask the right questions and listen before acting. It's one of the key skills that employers seek in job applicants. This book provides the steps for delivering high-value, innovative customer solutions and recommendations for identifying the customer's priorities for solving those problems. During interviews, be ready to describe situations you've encountered in previous roles, the processes you followed to address problems, the skills you applied, and the results of your actions. Highlight relevant examples in your cover letter and use bullet points in your resume to show how you solved a problem. 1. You cannot identify the customer's problems by presenting your products. Problem-solving starts with identifying the issue, coming up with solutions, implementing those solutions, and evaluating their effectiveness. Example: Nichole, Michelle, Hani and Shaun are each seated on a side of a square table. What’s leading the customer to feel there is a problem? Historically, Solution-based selling was the expected methodology for achieving goals. Symptoms are merely signals of an underlying cause or problem. Based on the following information, find their seating arrangement and their professions. Thus, Best Buy changed its overall sales strategy from selling a product to selling its experience. To solve a problem, you must find out what caused it. This way, they know as soon as possible whether the issue has been resolved or whether they’ll have to change their response to the problem mid-stream. Potential employers are eager to hear a coherent narrative of the ways you've used problem-solving skills. … Few leadership courses teach you how to sell. Develop a base of support that will ensure you can implement the solution. Supported testing on 3+ large-scale projects to refine solutions and ensure they fit the purpose and match the customer’s needs . 3. Example: “When I'm faced with a problem, I typically start by doing research or looking at examples of how this problem has been solved by others. Problem Solving Skills Examples. Can you rule out any causes? If you asked them to prioritize those problems, would there be any surprises? Analytical, creative problem solving is about creating a variety of … If you find yourself under a stressful situation which requires you to act quickly what would you do? I was able to eliminate the backlog in a month. Finding those significant problems means sorting out customers who are ready and willing to buy from those who aren't. Top salespeople find problems that customers are ready to solve, then they work hard to solve them. A problem can be defined as a basic condition that is causing undesirable results. Don't stop at the first solution that you or others identify. Let’s look at a few problem solving skills examples. You can improve your problem-solving skills by familiarizing yourself with common issues in your industry and learning from more experienced employees. Don’t settle for a lame or boring problem — or one that makes you look bad. Identify the right problem by asking the right questions and observing. A sales person would thus identify the problem of that customer and show the customer ways to find a solution for the problem through the goods available at Best Buy. They don't jump to conclusions. An opportunity is a basic condition that presents the potential for desirable results. I will never give up on any problem that is put at me, I will ask for help if required.1 Once you understand the approach to problem solving to the smallest of things, you can go ahead and solve bigger and more complex problems with confidence.1 You need to understand your problem clearly before even trying to solve it1. The sections below help explain key problem-solving steps. Creativity in Sales. 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