By Tibor Shanto
There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role. But there is a fundamental question that salespeople fail to take into account, and if they did, they would find it changes the way they see the prospect, and how the prospects respond as a result and become customers.
Over the years I have learned that if I were to put the question right here, most people (some would say 80%) would take the question and run with it, without first taking the time to learn the context and best uses.
Home Team Disadvantage
When you are in the middle of it, the heat of the experience, be that a sport game or sales or selling, it is easy to assume that the others involved are prepared and as ready as you are, or
