Talking about your company and your product is not always being helpful to the prospect. At some point they need to know about that stuff but only after you have uncovered the problem and the pain they are in. A much more effective approach is to be helpful to the prospect. Now I believe that every salesperson wants to be helpful, but many go about it the wrong way. One effective approach to being helpful is to ask questions which will uncover issues that the prospect may not be aware of. Effective questions may also help the prospect crystallize his or her thinking around certain issues. Questions are a great way to establish credibility since you tell more about what you know by the questions you ask than by the statements you make. So when you are talking with prospects be helpful. Ask questions that lead them to a better understanding and you can leave the sales talk at home.
