Some prospects know exactly what they want, and some do not. As for those who do, we should avoid painting the seagull for them. It actually makes the salespeople’s’ job much easier if they only focused on promoting what the prospect’s explicitly stated problems. Some of the best features of the product might not get addressed, and that is totally fine. The prospects can discovery those features later on if and only if they have the product in the first place.
This might sound simple, but it is kind of unintuitive. Most people enjoy sharing about good stuffs, and usually cannot wait to tell friends all about it. But selling is a game between two parties. Your prospects are not your friends. Most people have heard the phrase “It is just business”, and it applies perfectly in this situation. You offer what your prospects want, you move on.
BoweryJE22