Sales tip: When a prospect asks a question about a feature, it's a good time to understand why they're asking. Talking: Prospect: “Does your software record calls?” Seller: “It sure does! Not only do we record calls, we transcribe them to the opportunity record in Salesforce! It’s awesome. Want to see?” Prospect: “No thanks. Legal doesn’t allow is to record calls even with consent.” Understanding: Prospect: “Does your software record calls?” Seller: “It can. Sounds like call recording is important to you.” Prospect: “Actually, it's not. Legal doesn't allow us to record calls even with consent.” Seller: “You can disable recording. If you’d like, I can show you.” Prospect: “That’s great. Yes, I'd like to see that.”