As a salesperson, once you have your prospect’s attention, you need to make a clear, concise statement of the problems that you solve for customers. Think about what problems you can help the prospect solve. You need to customize your sales solution not only to your prospect’s industry, but also to that person’s self-interest.
Make your problem statement specific; specificity builds interest on the part of your prospect. Use the knowledge you gained in your research to use jargon or language that will resonate with the prospect.
You must be clear and specific about the action you are asking for. What exactly do you want your prospect to do? You may want the potential customer to agree to a 20-minute appointment. If it’s an executive and you want the prospect to agree to a specific time for an appointment, you might say: “May I see you next Tuesday at 1:45?” Once you’ve obtained a commitment, stop talking: Get the appointment, say “thank you,” and hang up. Don’t talk past the sale.
