99% of People Get This Problem Wrong

posted by Dusty Kelchen on Wednesday, February 17, 2016 in Specialty Markets Group

Solve me a riddle.

As sales professionals we get so good at problem solving we may overlook the discovery phase and jump to providing instant solutions.  Take for example this simple problem. A ball and a bat cost $1.10. The bat alone cost one dollar more than the ball.  How much does the ball cost?

If you answered 10 cents you would be in the majority of people who guessed incorrectly. To get to the correct answer we need to focus on the fact that the bat is $1 MORE THAN the ball.  Using that logic we can derive that the ball is 5 cents, the bat $1.05 and the total being $1.10.

A Classic Problem.

The ball and bat problem is a classic example where the solution appears so obvious that we rush to the answer. Do you assume your customers pay cash because that’s all you’ve ever asked them to do? There’s a chance they can benefit from financing their equipment and you can close more sales! 

Proactive Solution.

If you want to learn how to sell more equipment at higher margins with a proactive finance program, we can help. Learn more about the GreatAmerica Speciality Markets Group or Contact Us to see how we can help you boost your sales with an effective finance program.

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About The Author

Dusty Kelchen is the Director of Strategic Marketing for the Speciality Markets Group at GreatAmerica Financial Services located in Cedar Rapids, Iowa.  Dusty is responsible for building brand awareness within the light industrial/construction equipment and business software solutions markets. Prior to joining GreatAmerica, Dusty worked in the publishing industry as a marketing manager focused on product development and targeted delivery strategies. Dusty has 15 years experience in the marketing field and a marketing degree from the University of Iowa's Tippie College Business.

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