I can’t tell you how many times I’ve asked a salesperson to break something down for me in a way that is easier for me to understand and I’m told that it can’t be done. The frustrating thing is I know it can be done, because I actually know how I would do it. Maybe it means working with a graphic designer. Maybe it means customizing an excel spreadsheet.
The thing about sales is that the potential customer has the right to be lazy. If you want to sell to me it’s not my job to figure out how to evaluate your product, I’m getting by just fine without it right now. The reason salespeople can get by being lazy is that some people really need the product and so they jump through the hoops to make it happen. But imagine if the salesperson were not lazy. They’d win way more sales.