A motivated fifth grader can memorize specifications and recite them on command. With a bit of practice, they can also translate those features into benefits (what’s in it for the buyer). Five minutes with your favorite search engine, and you won’t even need the fifth grader.
I’m not trying to insult fifth graders. I’m just pointing out you won’t bring much value to a buyer if that’s all you’ve got.
What adds value is insight, a big idea, and a prescription that connects the two to a buyer’s problems and needs.
All of this starts with asking great questions. It is the easiest way to catch a buyer’s attention and communicate you might have something to offer.
The best way to communicate your expertise is through great questions, not grand statements.
Anyone can talk on command. It takes a pro to know the right question to ask and when.