A sales hack that works?

Would you benefit from a simple sales hack? 

I hate the idea of a 'hack' in sales 

It implies a short cut or lazy approach 

However there is a simple adjustment many salespeople can make 

One that works 

(From experience I know if you are selling in engineering space this will make a huge difference) 

> Shift your focus from products to problems <

That simple 

To help let's explore some ways to make that shift that thinking 

🟠 Orange Hat Thinking 🟠 

Some inspiration on how to do this 

🔶 Problem Prospecting 

The book by  Richard Smith,  Mark Ackers and  Stuart Taylor advocates for leading sales conversations by identifying and addressing the specific problems prospects face, rather than pushing products. 

- Research thoroughly:
Understand the common challenges within your target industry or market segment.
 
- Ask probing questions: 
Engage prospects with questions that uncover their pain points and current obstacles. 

- Tailor solutions: 
Present your product or service as a direct solution to the identified problems, demonstrating clear value. 
 
🔶 Jobs To Be Done 

Developed by  Bob Moesta and Clayton Christensen, the JTBD framework posits that customers ‘hire’ products to accomplish specific ‘jobs’ or tasks in their lives. Understanding these jobs provides deeper insight into customer motivations. 

- Conduct interviews: 
Engage with customers to discover the underlying reasons they use your product or similar products. 

- Identify jobs: 
Determine the core tasks or objectives customers aim to achieve when using your product. 

- Align offerings: 
Adjust your product features and marketing messages to better align with the identified jobs, ensuring relevance. 
 
🔶 Selling Through Partnering Skills 

My own book emphasises the importance of collaboration and building strong relationships with customers, focusing on mutual benefits and long-term partnerships. 

- Develop Partnering Intelligence (PQ): 
Enhance skills like trust-building, empathy, and transparency to foster stronger relationships. 

- Use the VALUE Framework: 
Focus on the right opportunities/research/conversations/solution/outcomes to structure your sales approach effectively.
 
- Focus on mutual success:
Prioritise solutions that offer tangible benefits to both your client and your organisation, ensuring sustainable partnerships. 
 
Whilst I hate the word hack I like the idea of doing stuff that works

I can’t think of any reason not to make this shift

So why is a self centred product based approach still holding so many salespeople back?