Don’t stick to a memorized script.  Instead, go where the conversation leads you and the customer. 

If a customer has an exciting job, I will ask him or her to tell me a story about some memorable event or other. I want to know details, interesting details. I once met with a prospect who was a former Navy Seal. Talk about a fascinating job! I asked him a ton of questions, not so that I could get into a position to close the deal, but because I really was interested. I really wanted to know.

Because he told me his story, and because I was genuinely interested, I remember him to this day. When we as sales professionals create likeability through conversations of genuine interest, we become memorable ourselves.

I don’t have to tell you why being memorable is beneficial to the sales professional.