HOW TO MAKE A LOT OF MONEY AS A SALES REPRESENTATIVE
First, you listen.
Second, you write down and ask clarifying questions of the person who will make the buying decision.
Third, you don't let your last three sales calls influence how you handle this sales call.
Four, you ask about the end state the client wants to achieve.
Fifth, you listen more.
Sixth, you ask about the details of the installation.
Seventh, you actually take notes. And, when the customer asks you to take notes, you don't say "Oh I have it all down in my head." Especially when you have demonstrated you aren't listening anyway.
The first key in Lean is to understand what the customer values. Then, you deliver what the customer values. Anything else is muda.
The sales rep who can do this will not have to negotiate price. She'll be a partner and will be welcomed back.
Unlike the guy who visited us on Friday.
Keep learning. Especially if you are in sales.