Consumers routinely go through a decision making process when they make a sizable investment in a product or service.  It’s not uncommon for a new or even veteran sales person to be fooled into believing they can shortcut this process. 

This is a true story about Tony, a seasoned sales person with a high tech communications company.  Tony’s customer contact is Steve.  Little did Tony know, but Steve had already conducted an extensive background check on Tony’s organization, products, and services and very much liked what he saw.