Do You Know When Customers Aren't Disclosing So Much?

Benny: Do you find that most customers are those that are coming to you with just the basic need of I have a printer or maybe I want to upgrade my printer. Or do they typically have a really good sense of everything that's required? It's clearly there's a lot that goes into printing and printers, copyers and all that than the normal person may expect. So definitely just pose your questions, be silent, let them stew over them, let them answer them eventually, and you'll get a lot more out of it than you otherwise expect," he says. "The salesperson that cracks me up is the one that finally gets the appointment with the end user"