When there is no difference in the client’s experience from one salesperson to the next, the client has little to prefer one over the other. Because most salespeople are still taught and trained that their company and their solution is the source of their differentiation, they continue following their marketing department’s mandate they start the conversation by sharing eight slides about their company. The product manager will have you explaining how your solution is different and why it’s the key to the client’s future success. This legacy approach requires you to ask your client about their problem, followed by an explanation as to why your solution is the best.
