Each of these question speaks directly and intentionally to a specific slice of the larger demographic in that niche – Investment, Travel, Automotive Repair. It calls out for someone to identify themselves as the prospect in need of that service, but also identifies itself as the “Solver” of that problem, with apologies to Vanilla Ice.
While each question speaks to that prospect, it does so using a valuable tool that you must master: Value Propositions. Each question is predicated on the idea that, if I can identify your problem, I MIGHT just be able to solve it.
Identity is powerful, and really, indispensable, in the Greeting phase of the sales process. If your identity is not clear, and the identity of your prospect is not tied to your Value Propositions, they won’t be motivated to take the Next Step in your Sales Process.