As salesmen become more familiar with the company they work for and the many features and benefits that are offered they can easily slip into answering unasked questions. Especially once they have handled a large number of cases and begun to draw connections between different prospects’ circumstances. While there will certainly be similarities between prospects each case should be treated as unique and entirely separate. Bringing up issues that other prospects raised but that the current prospect has not thought of may sound like a great idea but should be generally avoided.
In some cases, a prospect may ask for other examples of how the salesmen created solutions for private clients. In this situation, the salesmen could refer the prospect to an external reference or a company portfolio. There may even be a way for the prospect to directly contact to previous clients. If this is not possible the salesman should stick to examples that speak directly to the issues raised by the prospect and not accidentally inject new problems and questions the prospect had not thought of yet. This would most likely be detrimental to the sale.
BoweryJE22