This Posting is a Reprint from "On the Sales Firing Line" posted at Fedmarket.com

By Eileen Kent

Sales executives tend to rush into the offices of federal end users and contracting officers and start performing the dog and pony show. If the sales people don't have a power point presentation to pull up on their computers, they have the perfunctory brochure or binder.

Anyone can tell you that there is nothing more boring or weak than a rehearsed presentation, a line or a routine. Therefore, you need to slow down, sit down, and get to know your client before you pull out the pitch.

How can you do this? Simply write down these questions, leave your brochure in the car and bravely walk into your next appointment. Take a a few minutes to get to know them before you get down to business.

Because you have a wide variety of products and services, you may want to see what their story is before you come back with an angle -- or solution.

Only pick one or two questions from this list. My favorite two questions are at the top because I usually get some great stories and gain great insight on the client.

1. What is your role at this agency?
2. How did you get here? Tell me about your service (if in the military).
3. If you were to name one thing that got you to this point today, what would it be?
4. As Donald Trump would ask, was it "street smarts" or "book smarts" that got you here?
5. If you were to name one person who influenced you in your career, who would it be and why?
6. What was your job before this and how did you get this job?
   Who was in this position before you?
7. When do you think you'll ever get tired of what you are doing? What is your next step?
8. Tell me about your family. I grew up in (name of town) and I'm always curious about where people grew up and to see how they got to where they are today.
9. I see that you are really passionate about the success of this project and your department. Was there one thing that got you into this extraordinary frame of mind?
10. How do you spend your free time, when you have it? Do you travel? Read? Play sports? Volunteer?

Now, let's get to know their situation and how you can assist them.

1. My understanding is that you already have a product/process for this situation. Can you walk me through it?
2. Who are you using to solve this problem right now?
3. How is it going?
4. What purchasing vehicle do you use to make the transaction with them simple?
5. Do they have any specific best values that they bring to the table to help you choose them every time?
6. Are you currently considering other vendors or are you simply getting an idea of how I can help with the gaps?
7. I would love the opportunity to show you how we work. Would you like to go through a trial run first to see how we would solve this situation (with either a simulation or a small order)?
8. When do you think I could present you with a white paper on how our organization could solve this problem now?
9. Who else within your organization would be involved in the decision to try a new supplier? Can you introduce me to this person?
10. What is the protocol at this agency? Do you have one particular person in contracting with whom you work to get the paperwork in order or is there a team in contracting? Would it be possible for me to meet them?

Try these questions in the field and stop presenting your show. This disconnects you from the client and from the immediate pain they are experiencing. Could you imagine your doctor walking in and providing you with a power point on all the patients they saved? You don't want to see those gory details. You want her to get to your problem, find a cure and move on with your life. This is your opportunity to step back and survey the situation as an expert and on a personal level. Make the appointment all about them, not you.