The best way to get to the core of your prospect's thought process is by asking questions that allows them to think about their problems differently. When the prospect thinks about their problems differently, the solutions become obvious.
If I asked you what time it is, what would you say to me? You wouldn’t tell me how the watch was made would you? Of course not. Stop telling your prospect or client what your product or service will do for them. Ask them!
What questions can you ask your prospects to get them to think about their problems differently?
Prospecting Gold Nugget: Ask the right questions and the problem becomes obvious.