Selling is not what you want the customer to have, it is solving a problem that the customer has and giving them a solution. I have found that if I just shut up and listen to what my customers have to say then I can find a way to implement a solution and try and save them money. This happened today on a phone call that I got out of the blue. The customer had a big problem and I took down the information about the project, got with my mailing manager and we proposed a way of fixing their problem and saving them over $8500.00 in postage. We don’t know if we have been selected for the job but we listened and found a solution that is good for my customer.
Burns has been solving problems since 1981.