Understanding Customer Problems in Sales

In sales, understanding customer problems is crucial. Sometimes customers may not be aware of the problem they are facing, and it's the salesperson's responsibility to bring it up based on their knowledge of the customer's situation. Using 'typically' language can help in presenting a common issue faced by others in the same industry or situation, allowing the salesperson to introduce a potential problem subtly. While it's ideal for customers to recognize and articulate their own problems, if necessary, salespeople can raise the problem themselves as a last resort.