Every prospect is different
If you’re looking at all of your prospects with dollar signs spinning through your head, then you’re going about sales the wrong way. Each and every prospect you have is individual; they’ll want different things, need pandering to differently and expect different approaches.
Source: Marketing professional Chris Bourne
The challenge is to remember each prospect’s individual requirements. Though it may sound difficult, if you develop good rapport then it should come to you naturally.
Knowing each customer’s preferences can keep you in good stead at the most difficult of times and understanding your prospects’ individuality means you can tailor your pitch to them in any way necessary.