It’s important that you not jump into talking about all the selling points of your product or service. The temptation to jump ahead is so tempting that I want to emphasize again it’s still too soon to begin “the pitch.”
Until you have helped your customer define an effective solution for their needs or opportunities, you don’t know what to emphasize about your product or service. If you can resist the temptation to talk about your product–and instead, keep the conversation focused on your customer’s needs–then customers will think you’re the best salesperson they’ve ever worked with.
