The most successful sales teams don't push products -- they work with customers to solve their problems. The best know more about the challenges customers face than the customers themselves.

Salespeople who see themselves as "good problem solvers" naturally look around for problems to solve. In fact, many of the best salespeople don't look for problems to solve, they create discontent in their customers by showing them better ways to do things. Let's consider ourselves people who can put together our products and services into offers that give the customer what he/she really wants.