Don’t Solve Symptoms, Solve Problems

Here’s a secret: when the answer is tactical, it’s probably a symptom and fixing it won’t create sustained success. It will create a temporary balm but you’ll continue to fight the same friction.

by | Mar 5, 2019 | 0 comments

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Don’t solve symptoms, solve problems.

When my client (let’s call her Jane) came to me the first time, she said she needed help with selling – that she wasn’t closing even half the sales calls she was taking, and needed better scripts for follow up. She also figured while we were at it, she could use a better script for her sales calls, and maybe her problem was just that she wasn’t saying things in the right order, and if we got that right, her conversion rates would improve.

I doubted that, but we dove right in.

“Okay, Jane. Let’s hear it. Take me through a sales call.”

It took about seven minutes to see what the issue was.

Jane didn’t believe in her own value. She did not think the work she was doing was as valuable as what she was asking for. So, she hid behind a carefully structured script and turned into a robot when she got on the phone.

She didn’t need a new script. She needed a full shift in alignment and positioning – in her own mind! She needed to find a way to talk about her services with genuine enthusiasm and authentic joy, and that comes from no script. I don’t care what words you use – if you don’t believe it, no one else will either.

Here’s a secret: when the answer is tactical, it’s probably a symptom and fixing it won’t create sustained success. It will create a temporary balm but you’ll continue to fight the same friction.

Start peeling back the layers and asking “Why?” like a 3-year-old with a six-pack of Coke.

Why is no one buying my thing?⠀
Why do I need a new script?⠀
Why will a new script help me?⠀
Why am I having trouble with the words?⠀
Why don’t I feel right about saying them?⠀

Ah-ha! Because you don’t believe them yourself.

Now we’ve gotten somewhere, where we can really make a shift.

Once we figured out where the problem lay with Jane, we were able to work through her own roadblocks and ended up redesigning her offer so that she felt so much better about it, and it made sense to her.

Did it help her conversion? You bet it did. She sold four packages in 48 hours.

Tell me in the comments…

So … what are you trying to solve? A symptom or a problem?

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