Are You Selling Products… or Solving Problems?
One of the biggest traps in sales is believing customers are buying products. Most aren’t. They’re buying solutions to problems that are costing them time, money, labor, complaints, or stress.
A hotel manager doesn’t really want an odor counteractant — they want faster room turnaround and fewer guest complaints. A school custodian isn’t looking for a floor cleaner — they want a process that works with limited staff and tight schedules. A restaurant manager doesn’t care about the chemistry of a degreaser nearly as much as avoiding grease buildup, failed inspections, or slip hazards.
That’s where great salespeople separate themselves from order takers.
When conversations revolve only around price per gallon or comparing one product against another, it becomes a race to the bottom. But when salespeople ask questions about labor challenges, workflow problems, recurring complaints, training difficulties, or operational bottlenecks, they uncover opportunities to provide real value.
The best sales calls often sound less like a sales pitch and more like a consultation:
* “What’s causing the biggest headaches for your staff right now?”
* “Where are you losing the most labor time?”
* “What complaints do you hear over and over?”
* “What cleaning tasks are hardest to keep consistent?”
Those answers lead to solutions — and solutions create long-term customers.
In today’s market, products can often be copied. Problem-solving relationships are much harder to replace.
Jancast # 213 May 14th, 2026
In this week’s show, we talk a little bit about the hantavirus, but more importantly, the financials are not looking good, even if the war or excursion ended today.
First, the Hantavirus or (Andes virus variant) – don’t worry about it, see my Sunday Sales Blast.
Analysts warn that even with a ceasefire, the supply chain recovery could take nearly a year, potentially dragging major economies into a recession as consumer spending declines.
Breaking news Tuesday, Consumer prices in the United States rose last month at the fastest rate since May 2023
If you missed our previous SSB’s here is the list of Bullen brand products effective against Measles-
Here are our disinfectants, dilution rates, and their dwell time from the EPA Q list
Airx Brand
RX75 (RTU) -1839-83 – 10 min
RX79+ (RTU) – 498-179 – 10 min
RX89+ (RTU) – 498-62 – 10 min
RX44 ACE (2 oz per g)- 10324-154 – 10 min
RX78 Plus (1 oz per g)- 10324-155 – 10 min
RX Spray N Go – 1839-220 – 2 min
Citro Rx – 348-35 – 5 min
Truekleen Brand
Poten AB – (RTU)1839-83 – 10 min
Kleen 64 – (2 oz per g) 10324-154 – 10 min
C-1000 – (1/4 oz per g) 1839-86 – 10 min
3. How to Disinfect Properly
Clean first: Remove dirt, dust, and organic material
Apply disinfectant liberally to surfaces
Follow dwell time: Let the product sit wet on the surface for the amount of time listed on the label (usually 1–10 minutes)
Air out rooms: Measles can linger in the air for hours, so proper ventilation is key
Focus on high-touch surfaces: doorknobs, light switches, chairs, handrails, remote controls, and countertops