In today’s marketplace, attracting and retaining quality employees has never been more difficult. If you’re selling B to B, make sure your proposal includes how you can help the customer with this problem. (B to C proposals can emphasize how to more efficiently use time.)This issue is only going to grow in importance. Every time I turn around, another client is approaching me about the problem they’re having finding and retaining people. You’ll never go wrong when you present the labor issue as a reason the prospect should buy your products / services. The best way to do this is by asking the client a “pain-oriented” question that gets them thinking about their own employees. Once you get them talking about their personal circumstances with employees, you can begin to drive it home by asking follow-up questions designed to get the prospect thinking very deeply about their situation.