Sales Training Resources

Selling Solutions vs. Solving Problems

If you want to engage more new prospects and deepen your relationships with current clients, then you must live in the world of their problems. Salespeople too often live in the world of solutions. Solutions are important, but if the conversation isn’t wallowing in their problems, then engagement will be minimal. 

Check out this article to read about four best practices that will help salespeople focus on their customers’ problems:

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Why Choose Vector Firm

Vector Firm’s purpose is to help system integrators and their technology providers improve their sales and marketing results.

Five Core Beliefs of Modern-Day Selling


Customers and prospects don’t believe they need salespeople anymore.


The primary goal of prospecting is to become known as a subject matter expert.


Purchasing decisions are made by multiple people who may not know the salesperson.


Customers and prospects are distracted more than ever, rarely focused on salespeople.


Salespeople must make their customers successful. Satisfaction and friendships are not enough to maintain the business.

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