“Two things are infinite, the universe and human stupidity, and I am not yet completely sure about the universe.” —Albert Einstein
BACK TO SCHOOL LESSON: Is it laziness or stupidity? On a recent sales call with a company that will remain nameless, I stumped the salesperson with the very first question I had about how her software compared with the company we were currently using (but were unhappy with) and with one other competitor we were considering. Not only did she not know how to answer that, but she wasn’t even familiar with either of the companies I mentioned, both of which are very well-known, direct competitors to her.
My second question was, “Show me how this integrates into the CRM we’re currently using,” which is a very basic question that most prospects would have due to the nature of what she is selling. Again, she was completely clueless other than to say, “Yes, it integrates,” but she couldn’t show me more because their demo site wasn’t working.