You know what I mean. Salesperson asks, "Do you have a problem with X?" Prospect says, "We sure do. Can you help with that?" Salesperson launches into a demo, get's a "No" when he closes and gets whatever silly objection the prospect decides to give because they didn't drill down before they presented.
Salespeople have been doing this forever. They're so excited that they found a problem that they can fix that they launch into fixing it even though we've told them to stop fixing them. Even though the prospect may have 7 more important problems. Even though they're not talking to the decision maker. Even though the prospect has 27 other reasons to not do business with the salesperson today.
Maybe this story will teach them to dig deeper and pay closer attention to detail.
The first is that you not be disgusted by anything involving the animal's body". For an example, the professor pulled back the sheet, stuck his finger in the butt of the cow, withdrew it, and stuck his finger in his mouth.
"The second most important quality is observation. I stuck in my middle finger and sucked on my index finger. Now learn to pay attention. Life's tough but it's even tougher if you're stupid."