What Has Worked for You in The Past?
While knowing what not to pitch is important. It is vitally important to know what to pitch.
What works for the customer depends on many factors. The product, the purchase process, the users and their experience, post purchase and many other variables. What has worked for one customer may not work for the other.
While customers may have the same need, small changes in their circumstances may render one product unsuitable for all.
It is therefore important for you, as the sales person, to discover the customer’s needs and find out what has worked for them.
You can also use this information to offer improved products which build on their previous positive user experience.
Use the knowledge gained to not only serve the customer but delight them. Having a happy customer will mean greater chances of return sales.