✌️ The 4-Step Problem Solving Framework

In this week’s issue, we’re going to review a 4-step process to help you become a better problem solver.

The size of your commission checks is relative to the size of the problems you solve.

The issue is that most sellers struggle to break down and clearly communicate a problem.

Whether it’s back to their buyer, Sales Engineer, Manager, deal team, etc.

And if you can’t clearly understand or communicate a problem…

How do you expect to solve it?

So let’s change that with the RWDS Method.

RWDS Method Of Problem-Solving

Step 1: Recognize

This one is pretty straightforward.

You first need to recognize there’s a problem in the first place.

This is done through both active listening and effective questioning.

This is where most sellers stop.

Step 2: Write it

This next step is to create a written narrative of the problem.

Answer:

-what

-who

-when

-where

-how

-why

Although you can “type” your narrative - I’d suggest you handwrite it first.

The act of writing requires the brain to be an active participant.

You must process the information to physically write the words.

Writing also improves retention.

Step 3: Draw it

This is a step I’d say 96% of sellers don’t do.

However, in my opinion, it’s the best way to simplify and communicate problems.

I can hear it now…”But I can’t draw”

First off, yes you can.

Everyone can draw basic shapes and arrows.

That’s all you need.

And the more you do this, the easier and better you’ll get.

Second - this is a communication exercise, not an artistic one.

Step 4: Share

The last step is to share or teach it to someone else.

Whether it’s summarizing it back to your customer, or explaining it to your Solutions Engineer or deal team.

This step is important because there’s a psychological phenomenon called the “Protégé Effect”

This suggests the act of teaching, pretending to teach, or even preparing to teach helps a person improve their learning of the information they’re teaching.

Not only does it help your ability to learn the material, but it also will improve:

• Communication skills

• Confidence

• Improved leadership ability

After taking the time to use the RWDS Method you’ll have a really firm grasp of the problem.

• You can visualize it

• You can write it

• You can simplify it w/ pictures

The next step is to start coming up with ideas of 'how' to solve it.

This may seem like a ton more work.

That's because it is.

However, like everything, becomes easier over time.

And your job as a seller is to solve problems.

So put in the work.

That’s it for this week.

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You can check past issues here. ✌️