One of the biggest challenges companies are facing is how to engage with new prospects. Before a sales rep even picks up the phone they need to ask themselves this question. Why should this prospect talk to me? In most cases the answer the rep comes up with, is not something the prospect would even care about. The reason is the answer is, in most cases all about the rep. Your prospects don’t care about you. They care about themselves. You must give them a compelling reason that is all about them in order for them to want to engage with you.