We€™re looking at a €œbolt-on€ aptitude that is quite complementary to last week€™s trait – Practical Thinking. Problem Solving has become a much needed sales trait in that salespeople today need to be subject matter experts. Prospects expect salespeople to be able to diagnose the prospect€™s pain points. This trait also assists a salesperson in bringing back the needed information to formulate the best solution for his or her presentation.
Problem Solving
This is a salesperson€™s ability to identify alternative solutions to a problem and to select the best option. This basically means to be able to identify the system component that is causing the error as well as the options available for resolving it and completing the task.
A salesperson with strength in this trait is able to pool together multiple capacities and talents to assess all aspects of a problem from beginning to end, from identification to resolution.
A weakness in this area indicates an inability to isolate the process in which the error occurs. Further, they are unable to identify the components of the process which need changing in order to correct the problem.