Salespeople as Businesspeople #2

By: Brent Patmos

The next 21 blog posts will deal specifically with the behaviors, strategies and skill sets that lead to salespeople thinking as businesspeople and achieving advanced levels of sales performance.

Competency #2 - Problem Analysis: The salesperson as businessperson breaks down problems into individual parts and differentiates key sales elements from the irrelevant and trivial. They make accurate use of sales strategy and logic. They draw reference from information obtained by asking "why". This allows them to go beyond the obvious answers and get to the root cause of the problem.