I have found talking to little or too much are both ineffective ways to proceed in a sales conversation. When we discuss a Lean Sales Person, many people think of this problem solving person that is out finding the root cause and how their product/service could benefit the customer. I have expressed my views on that subject as a problem solving salesperson ends up typically being an average salesperson. More on that subject in this blog post, Lean Salespeople are Challengers, not Problem Solvers.
I think we need when having a Lean Sales Conversation it is not about asking 5 Whys to find the root cause. Rather, I like the CAP-Do approach where we concentrate more on the downloading of information at the beginning. This conversation is not what I would call one of...







