After the conversation has ended, you should be able to return to the office and tell the prospect’s entire story to another person.
Details would include:
- What specific pain they wanted to solve (or opportunity they wanted to seize), and;
- How long they’ve been in the situation they are in, and;
- What they’ve tried previously to fix the issue, and;
- Why it failed, and;
- What it will cost them in terms of monies, time, frustration, lowering of morale, etc., if they fail to implement a solution, and;
- How—specifically—they will measure success.
This is just a short list off of the top of my head, but I think you get the picture.