In the example stated previously, the desired after state was:
“Sales team has a crystal-clear picture around the right sales activities they need to perform daily. In fact, they have a new sales success habit set, which drives them to consistently perform all the right sales activities. Their new sales success habit set supports them to consistently achieve their sales targets, which frees up the sales leadership to become leaders and coaches. The coaching and leadership support they now are able to offer, will also aid your sales team to keep improving their performance. This all adds up to a far more successful sales team and improved sales performance”.
Using the info from the statement, you created, similar to the one above, create a conversation map, which will help you to engage your future customer and allow for conversation rather than a one-way monologue.
The secret to make this work for you is to aim to speak no longer than 30 – 45 seconds at a time, before asking and open-ended question to get a response from your future customer.