What is the one thing a sales person can say to a prospect or client to set himself apart from others?
After the hello and pleasantries, ask what the issues /challenges /expectations the person in front of you is facing as it relates to the solutions you provide. For example, I sell my sales consulting and sales training services to help sales people and companies make more sales. So when ever I’m in front of someone that could be a prospect, I'll ask, “What are the issues you’re facing as it relates to revenue generation (or sales or business development)?” I then sit back and wait for the person to tell me his or her story - all of it. Most sales people, after the hello, want to tell their story. For example, “Let’s talk about me and when we’re finished, you can talk about me.”
For more on this topic see my selling article “Be Distinct or Become Extinct Differentiating Your Company To Your Customers”