After Mary gives her name and the purpose for her call to her prospect, she offers a reference point based on her pre$-$approach research, $$I read that your startup has recently opened a new business district location.$$ What does this convey?

After Mary gives her name and the purpose for her call to her prospect, she offers a reference point based on her pre$-$approach research, $$I read that your startup has recently opened a new business district location.$$ What does this convey?

This will come across as Mary being insincere.

This builds trust and allows the customer to feel like she is in control of the call.

Mary is making a sales presentation.

This will personalize Mary$$s approach and help establish her credibility.

This comes across as off$-$putting behavior on Mary$$s part.