Mark Francis delivers weekly tips and success habits for salespeople everywhere and at any level.
Today’s focus? How you start.
We’ve talked before about hooks—grabbing your customer’s attention with something relevant to them. But let’s refine that even further. A great start doesn’t just capture attention; it ensures your customer is engaged from the outset. And that’s where PREP comes in.
PREP: Pain-Related Elevator Pitch
Preparation is everything in sales, and PREP is a simple yet powerful way to start a conversation with impact. It stands for:
Pain – Identify the customer’s key challenge.
Related – Ensure your solution directly addresses that challenge.
Elevator Pitch – Keep it short, sharp, and compelling.
How It Works in Practice
Imagine you’re meeting with a customer who’s distracted—maybe even a little stressed. You don’t want to waste their time. Instead of small talk, you open with:
“Last time we met, you said that gaining and retaining quality staff is your biggest challenge. I’ve got three ideas to help you manage that today, and I need just 30 minutes of your time.”
What happens here?
✅ It’s focused on their pain point.
✅ It promises value upfront.
✅ It makes it easy for them to say yes.
A well-crafted PREP statement ensures your conversation starts with relevance, confidence, and clarity.
Are You Starting Strong?
Next time you prepare for a sales meeting, think about your PREP. What challenge does your customer face? How can you articulate a solution concisely?
If you want to cut through the noise, start strong, stay relevant, and deliver value immediately.
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