Are You a Problem Solver or a Problem Finder?

In today’s sales environment, clients are more informed than ever—and they expect more from the people they do business with.

It’s no longer acceptable to open a sales call with, “Tell me about your business.” With tools like company websites, LinkedIn, and AI, you should already have a working understanding of their business, industry, and competitors. They expect you to come prepared to focus on what matters most to them.

And if you lead with qualifying questions about budget, timeline, or decision-makers, you’ll likely lose their interest fast. You need to demonstrate value from the beginning—value that comes from insight, preparation, and genuine curiosity.

Most salespeople are good problem solvers. They identify a client’s stated needs and present their solution accordingly.

But the great ones go further: They’re problem finders.

Problem finders help clients uncover the real issue—even when the client isn’t yet clear on what that is. With thoughtful questions, deep listening, and a client-first mindset, they help clarify confusion and surface core challenges.

They’re not just looking for surface-level answers. They dig deeper. They look for patterns, inconsistencies, and root causes. They’re curious about why something is happening and what’s been overlooked.

This level of engagement builds trust. Clients sense the difference. Instead of feeling sold to, they feel seen, heard, and supported. That changes the dynamic—and elevates the entire relationship.

My favorite saying is:

“If you want better answers, ask better questions.”

Great questions open doors. They encourage conversation and spark insight. And when you lead with empathy and expertise, clients will open up. They’ll respect your approach and invite you into deeper, more strategic conversations.

Next time you’re on a sales call:

• Come in informed.
• Ask questions that go beyond the obvious.
• Focus on their world—not your solution.
• Be more interested in helping them get clear than closing the deal.

Problem-finding is about perspective. It’s putting yourself in your client’s shoes. It’s showing up as a partner, not a pitch.

So on your next call, don’t just aim to solve what’s already obvious. Be the one who helps them see what really needs attention.

Lead with need. Theirs.

That’s how great salespeople stand out.

And drumroll please: I’m excited to announce my new Master Class. . .

What’s Your Personality Style? Four People You Should Know is a fast, content-packed Master Class for sales professionals and leaders who want to grow revenue and build stronger client relationships. I created this to help you more easily and efficiently identify the personality styles of the people around you—so you can adapt your approach, communicate with confidence, and close more effectively. And the best part? It’s just 38 minutes—perfect for a power-packed lunch hour of learning.

Enroll & Learn More

Here’s to great selling!

Stu