In this episode of The Sales Process Podcast, hosted by Shawn Derrick, founder of Legacy Sales Engineering, we dive into the art of the problem-solving consultation. Shawn explores the powerful impact of putting client needs first and using structured processes to build trust and credibility. He breaks down each phase of a successful sales consultation—from building rapport to identifying pain points, managing objections, and confidently closing with solutions that fit. Shawn’s insights highlight how focusing on solving problems rather than simply closing deals creates lasting client relationships and fuels long-term success.
Whether you're new to sales or a seasoned pro, this episode is packed with actionable strategies, relatable anecdotes, and the mindset shift that every high-performing sales professional needs. Don’t miss it if you're serious about elevating your sales game and closing more deals with integrity!
Plus, get tips on how to overcome client objections, build trust even before you meet, and the power of the "this or that" close to keep prospects engaged.

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