The correct answer is:
C. Have an open-ended inquiry into the prospect's biggest problems.
The Wisdom Behind The Answer
All of these options are good ones. A slight edge goes to asking about their biggest problem because their problems are at the top of their list. Web research is great but may not reveal their problems. Calling the sales department is great but may not reveal their problems. And asking about your product or service is okay but not as powerful as focusing on their needs rather than on yours.
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