After building rapport (introducing yourself etc) whether you're selling in person or over the phone, the next step should be to identify your potential customer's pain points. These are areas that your customer is having issues with at the moment, in any aspect of their life.

Obviously it depends on the industry or type of product or service that you're proposing, but you should always find out exactly what your customer is having issues with, so that you can offer a solution to solve their problem (or problems).

Watch the video here:

skl.sh/2MEwFHW