A salesperson is someone who must offer prospects a solution to a specific, current problem. But before the presentation of the given product, they must ensure the prospect sees the problem as sufficiently severe so that a solution should be found quickly. One technique you may employ is called “pain building”, which is a way of making prospects worry about their dilemma. This method will help you engage prospects with your solution. How can you arouse such feelings in prospects, thus ensuring their full attention?
