How to Build Trust With a Prospect

There's inherent shame in admitting weakness to people that you don't know. People rush into discovery without having built trust. So I might say, Jason, I've been in your shoes with annoying salespeople who just pepper you with a bunch of questions only so they can sell you a product. And I'm committed to not doing that. However, I'm also not committed to vomiting up everything I know about my product when it can do multiple things for multiple people. What I'd really love to do is begin by deeply understanding what you're dealing with now, but also what you dream of or hope we might succeed at in future.