Don’t talk about what you’ve got.
Don’t talk about what you do.
Listen to what the customer needs. Understand what the customer needs. Talk around and all about their needs, even if you don’t provide all of it. You might refer them to someone to resolves some of their needs while you resolve others. Be a person their seek objective advice from.
Then talk about solutions, in order of the priority to the customer.
Customers want to know that you:
1) Understand, (be passionate about understanding the real pain and problems)
2) are knowledgeable in solving their needs (you know more that your customers on the topic as you solve it for the industry)
3) Have the capacity to deliver a solution
4) Take responsibility to “Make it Happen”
5) Deliver value for money, (providing greater comfort/guarantees commands greater price)
