An extract from the wonderful work of Dr Norman Vincent Peale - author of The Power of Positive Thinking.
Problems Are Opportunities in Disguise
Dr. Peale suggested that salespeople can be more successful in dealing with problems: "A problem is a concentrated opportunity. The only people that I ever have known to have no problems are in the cemetery. The more problems you have, the more alive you are. Every problem contains the seeds of its own solution. I often say, when the Lord wants to give you the greatest value in this world, He doesn't wrap it into a sophisticated package and hand it to you on a silver platter. He is too subtle, too adroit, for that. He takes this big value and buries it at the heart of a big, tough problem. How He must watch you with delight when you've got what it takes to break that problem apart and find at its heart what the Bible calls 'the pearl of great price.' Everybody I've ever known who succeeded in a big way in life has done so by breaking problems apart and finding the value that was there."
So what sales problem did you solve today?
Do your sales techniques and questioning style have a problem solving inclination?
Think about the great sales calls you have had. Was there a problem solving inclination? Success does leave clues.
Be positive and solve one problem for one customer tomorrow. They may just love it, and you.