The most important function of a salesperson is to solve problems for buyers. So it is vital that you become a professional problem solver for your customers. What the problem is and the solution offered depends on what you are selling and to whom and the buyer's ability to analyze problems. You can be a catalyst that helps buyers focus clearly on problems and discover valuable solutions.

The people skills section offered proven ideas for becoming a problem solver. The first step is to understand what your prospect or customer is telling you. The second is to learn how to resolve conflicts. The steps to understanding people are:

• Listen to what the person is saying.

• Read how the person is saying it.

• Relate or understand what is being communicated.

• Respond appropriately, either with further questions or possible solutions.

As needed, ask additional questions, get clarification, and make suggestions. Once possible solutions are offered, there may be conflicts or needed clarifications. To resolve conflicts:

• Get an agreement on the problem.

• Define and get an agreement on the areas of conflict or differences.

• Develop a resolution in partnership with the buyer.

As you grow your sales career, build your problem-solving skills and learn how to take confidence in your abilities as you sell yourself.