Sales Is About Solving the Drama
Manage episode 513307446 series 3684422
What does getting locked out of a house while cat-sitting have to do with sales? It's about drama. Getting locked out is a sudden, stressful, and expensive problem. A key safe solves that drama. And at its core, that’s what sales is: your job is to solve the drama for your client.
But in this episode, Benjamin explores a bigger challenge: the drama your client thinks they have is often not the real one. He shares a powerful case study of a company with flatlining sales. The manager was convinced the drama was a "lazy Gen Z" sales team. The real drama? An outdated sales approach that was demotivating the team and failing customers.
Too often, we jump to solve the surface-level problem without digging deeper. The most effective salespeople act like detectives, uncovering the root cause of the issue. By focusing on the real drama, the company in the story transformed its 47-second calls into 15-minute conversations and increased sales by 147%.
At Showing Up, we teach that your greatest value isn't just in providing a solution, but in having the clarity to identify the right problem in the first place.
In this episode, you’ll learn:
- Why the most successful salespeople think of themselves as "drama solvers."
- How to diagnose the real problem your client is facing, even when they can't see it themselves.
- A case study on how a simple change in a sales script led to a 147% increase in sales.
- How to turn your problem-solving successes into compelling stories that win new clients.
Exercise
- Write down all the dramas you have solved for your customers over the last year.
- Next to each, note if the customer initially thought the drama was something else.
- Finally, outline how you can turn each of these solutions into a powerful story to share with future customers.
Links & Resources
Learn more at showinguplearning.com
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8 episodes