You have to earn your prospect or customer's time, interest, and attention very early in the relationship. The first few moments with a new contact dictates whether or not you're perceived as a valuable resource. Titan salespeople strategize their questions. They don't make the mistake of asking the customer questions about what they are currently doing or using.
Decision makers are skittish about passing out information at the outset of the relationship.
Selling particular features or asking people what are they currently doing flunk the Titan test. These approaches don't give you the other person's undivided attention or give valid information. The Titan alternative is issues-based questions. These questions aim at finding out where the other person is trying to go. Prospects are highly motivated to answer intelligent issues-based questions at the outset of a relationship.