Jim knew his product information and enjoyed prospects who asked a lot of questions. In fact, he thought, the more questions they ask, the better. An in-depth answer for every question.
“Excuse me,” a male voice asked from behind him.
Jim turned to find Mike Swaing, a prospect who had been in for five visits and had not yet bought anything.
“Hey, Mike, good to see you again,” said Jim, offering his hand for a firm handshake. “What questions do you need answered…I’ve got the rest of the day for you.”