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Problem solvers approach buyers and the market differently.
Problem solvers think differently about what they’re selling. They focus on the buyer, defining:
The buyer’s problems and the uniqueness of their individual situation
How other companies attempt to fill buyers’ needs with their products
The suitability of their product as solution to the buyer’s problem and related to their competitors in the market
Then, problem solvers define where they have the strongest correlation between the buyer problems and their product.
This gives problem solvers:
Credibility with buyers
Clarity in messaging
Differentiation in the market
And, by approaching buyers with a problem-first mentality, the buyer needs—rather than just what they can sell them.