The difficulty lies in defining how to be “problem-centric.” It requires much more than simply understanding common customer problems or the key terminology that customers use. You have to understand how problems are created, how people interact with those problems, and ultimately how decisions are made to address those problems.
The Power of Problems tackles this topic head on, providing concrete definitions and concepts that you can immediately apply to your business, regardless of industry or geography.
Time is probably your most precious commodity, so we made the content direct and to the point. If you decide to print the book on paper, it will take less than 20 two-sided pages.
If you have questions – or even want us to add content to the book – you can engage with us directly here at Agility Selling. We will also add blog and podcast material to help you think outside the box even further.
This book will literally be like software, improving with each update – for free.
If you have a colleague who would benefit from what have to say, just give it to them. But know that we will only send free updated versions of the book to the people who have given us their email.
I love reading a book that tilts my thinking in an unexpected way. Sure, it’s great to reinforce existing skill-sets and knowledge. When I learn a new way to think about something, however, is when I get truly interested. The Power of Problems is not just interesting, it’s riveting, starting with Chapter 1, where the authors explain why referring to customer problems as "opportunities" is now dead-wrong (if it hasn’t always been). What follows is a new explanation for how companies deal with problems and the ramifications for sellers. You’ll learn new definitions of buyer roles like Problem Owner, Problem Driver, and Problem Managers and you’ll begin to realize that describing roles by their level of decision-making authority is insufficient. Not only will I incorporate this new way of solving buyer problems to grow my own business, I’ll also incorporate it into how I advise clients.
Whose problems are the center of your reality as a professional seller? I have to admit, that question isn't one I've asked myself – at least in that particular way. My brain was on overdrive before I even finished chapter 1 of The Power of Problems by Tim Ohai and Brian Lambert. There was MY problem - the first thoughts I had were of my problems, a sales manager's problems, the VP of sales' problems... NOT the problems faced by prospects and customers. If you've been looking at sales from your point of view, the challenges and problems you're facing start there! I'd suggest you read this book to begin your journey into a sales career that begins from the perspective of the people who buy from you. You’ll see your success take OFF and never look back. Then it will be easy to focus on prospect and customer problems, yours will have evaporated.
After reading The Power of Problems, one glaring fact stood clear to me, I missed out on several opportunities that would have enabled me to crush my goal beyond my already successful sales career. As a sales leader I recognized after reading The Power of Problems, If given this powerful method my teams would have been even better and empowered. I highly recommend Tim Ohai and Brian Lambert's new book to all sales people who want to solve their customers problems and become strategic partners. Tim and Brian make the traditional sales cycle obsolete and creates a new foundation for everyone in the sales ecosystem from sales executives to sales reps to sales trainers.
In The Power of Problems, Tim Ohai and Brian Lambert create a powerfully relevant, valuable and transformational book for today's seller. Ohai and Lambert offer readers a fresh approach to understanding how and why problem definition, rather than needs assessment, drives sales outcomes. Trust me, this is not the same old sales stuff repackaged. The book is relevant for all tiers of sales folks, from executives to reps to trainers. Your time is valuable. That's why I strongly recommend you refocus your sales acumen on the right stuff. And that right stuff just happens to be The Power of Problems. Grab your download as fast as you can.
Finally, a sales book the nets out what it takes to win the sale. Tim and Brian point sales people in the right direction, cutting through decades of misinformation and product-centric selling. The Power of Problems describes exactly how customers want to engage with sales people and those that adopt the methods of this book will lead the pack!
The function of sales wouldn’t exist if our customers didn’t have problems. They’d have no need to change, they’d be happy doing things the way they always have. Of course, they would struggle to grow, compete and survive, because our worlds are constantly changing. Helping our customers identify problems, helping them evaluate alternative courses of action, helping them move forward in selecting solutions and solving problems is really the at the core of all selling. Somehow, though, too many sales people seem to have drifted away from this. Tim and Brian have provided an outstanding guide to helping every sales professional move forward with their customers.
Tim Ohai and Brian Lambert are two of my favorite people in the world of professional selling, and the fact that they have teamed up to produce Agility Selling should speak volumes to you. Their current book, The Power of Problems, lays the foundation of what is absolutely critical for selling today - creating relevance through solving your customers' problems and addressing their challenges. This book both defines how to be problem-centric and offers practical advice for selling in a wide variety of situations. It is must-read material for any sales professional - regardless of job title.