Tell him exactly which of his problems you are there to solve. Let him know that problems have solutions, and that you can deliver those solutions. But it isn’t just about you delivering solutions. You must deliver solutions within his particular constraints. He has price constraints, time constraints and political constraints. Make sure you address each of his needs and before you walk out of room tell him whether or not you can deliver those solutions within his particular constraints.

You'll find that an opening like this shortens your sales cycles. You will be recognized as a "breath of fresh air". Prospects don't like BS. Give it to them straight.

If you’re familiar with general state of economy, you have a general understanding of my macro problems, or at least general problems facing every CEO. If you look at industry I’m in, you understand at a high level sort of problems I am likely to be up against. If you are an expert on your solution, you have an understanding of who might be struggling. What makes you think it’s me?

I’m sorry, I just don't have any interest in educating every salesperson on my issues, I'm too busy dealing with my issues.

With just a teensy bit of research ahead of time, any good salesperson would call me and say "Chris, I know you publish Marketing Strategies Newsletter. Can we get together to talk about some writing software that works at speed of thought, makes no spelling errors, and always produces top quality results?"

I'd have that salesperson in my office immediately!