[goatherders]

I agree completely: all the "tricks" in the world (mentioning the name every 90 seconds, every question is "great") is generally a waste of time. I roll my eyes as much or more than you when I get Sandler-ed or Spun or whatever the newest training advises.

But the process you've described (demo with an engineer) is far from ideal and not always efficient. That process solves the problem you know you have. That's ok, I guess. But "the problem you know you have" is never the full problem...ever. There is always something behind that problem and something behind that one and so on.

A good salesperson may let you see the demo, close the deal and sell you a solution to the problem you have identified yourself. A great salesperson will first get you to invest the time in understanding the entire picture and then sell you the solution for that. Sometimes that is a LOT more expensive and expansive. And sometimes, believe it or not, an honest salesperson will sell you something less than what you originally came for. It's why some people buy $10 web hosting and some people buy $X,000 web infrastructure. Education, process, understanding. Weighing benefits and costs. Understanding risks and assurances.