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I was pleased to be asked to help a large motor manufacturer with their sales teams some time ago. The burning question they had of their sales teams on the shop floor of the car dealership was:

Why would a (very well) commissioned sales person not get out of their seats to approach and greet a new potential buyer? Instead they would prefer to stay behind the security of their desks.

The answer they had received when formally asking their team was: “Because we can just tell by just looking at them if they are a serious buyer or not.”