Sales Without Losing Your Soul 4. Problem Solve
So, you’ve identified the problem in the initial report build. You’ve then identified that this is a person who is a potential customer for you; they’re qualified, and they can afford your services. Now it’s your time to shine. This is when you give them an example of either work done or other customers you’ve worked with. With similar problems, you share the problems back to them to indicate that you were listening.