I recently watched a sales person asking a string of detail questions with a decision maker. In my mind, I was wondering about the competency of this sales person – and I’m certain the decision maker was thinking the same thing.
Then I became amused by the sales person’s complete lack of understanding of what is important in the questioning process. After a few moments this emotion moved to frustration knowing that other sales people are doing the same thing and making it more difficult to get time with real decision makers.
Why does it become more difficult to get time with real decision makers? Because the decision makers do not want to waste their valuable time talking to incompetent sales people who have not done their homework before the meeting.
Let me explain what needs to happen more often…