In just about all sales positions you encounter objections which can be construed as a problem. I found the best way to move beyond that problem and resolve the situation is to ask questions. I tend to rely on my training. My degree is in philosophy and during which I was taught the Socratic method which is all about asking questions to understand the other person's position and why they hold that position. By asking the right questions you can understand that. Once you understand that then you have a roadmap on how to address that problem and relieve that problem. An example that I wrote earlier was about Taj Global. When I took over as the manager we couldn't, as an office which was broken into cliques, nobody could agree on one situation to promote. So everybody was going their own direction, there was no cohesion and no force of the office energy working towards a common goal. So what I did is I had each clique promote our research and then deliver their favorite investment idea to the entire office. As an office we voted on which idea we liked best. I then wrote the investment thesis and depending on whether it was an appropriate recommendation to the clients everyone in the office presented the same idea. Working as a whole towards a common goal is very powerful. So that is the best way to create a solution to problems is to ask questions to understand why that problem exists.