"So when do I bring in my solution?"

...asked a trainee salesperson.

But this is the wrong question.

It's totally self-serving.

It revolves around the seller wanting to 'pitch'...desperate to get to 'their' solution.

It implies a compete lack of empathy & care for the buyer and their issues.

Consider this question instead:

"At what point do I genuinely feel like I know enough about my prospect's situation - that I could offer valuable insight & guidance - supported by the relevant parts of my solution?"

This is what the question should look like...because it's steeped in the correct thought-process.

It's not fuelled by commission breath or driven by an impatience to unload a list of useless features & benefits.

Bringing in your solution should only ever be specific to your prospect's situation, and always in their best interests.

And you can only get to that point when you've uncovered the depth of their problem & established the severity of its implications.

And if you've been particularly effective in your questioning, they'll be the one asking you exactly how you could help.