Chapter 6. VERY INTERESTED
In which we gather the vital information that gives us power
In the past, salespeople were terrified that they would waste a valuable presentation and therefore a lot of time on someone who would not – or even worse – could not give them a positive buying decision. They were both right and wrong about this. The tough sales manager would become apoplectic if he felt that one of his team had failed to speak to the 'decision maker' or because the hapless salesperson had failed to, 'Qualify' the 'Prospect'. So let's have a look at what's right before we get on to the next bit.
We have two big faults of human nature here, one on our side and one on the other person's side, but in a way it is driven by the same touch of paranoia. ...
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