RAB Insights

RAB Research Archive

Present a specific solution for the prospect's challenges

It happens all the time: Salespeople get to the end of a seemingly successful meeting, and they just can't resist saying something like, "Oh, by the way, let me show you one more thing my product or service does!"

At that moment, they stray from presenting a solution focused solely on solving the prospect's challenges. This is a critical mistake. It gives the prospect a reason to pause, reassess and say, "You know what? I'm still not sure. I want to think it over."

Source: Marc Wayshak, sales author