Apparently, one needs to "infer", the hints thrown across the opposite end of the table and work behind the scenes in fulfilling those needs. For example:-
- I do not believe that my phone will work well with your solution.
Emphasis on the work "my", as it really means; if you wanna be my buddy - by all means give me a new phone asap. Especially one that'll work with the solution.
It's not necessarily a phone, but could be anything. For example, I do not think my firewall will be able to work with the solution. If the person is a straight shooter, it's probably true, but more often than not its a lazy manager that's been sitting on an upgrade to an old firewall that's 12 years old and about 200 patches behind.
- I'm sorry, my kids are screaming at me for an x-box and I need to go now...
Perk your ears for any "domestic" complaints, it's actually a problem requiring a solution. In this over simplified scenario, it's an x-box. It could be anywhere from "my girlfriend wants to go to a concert and I can't seem to find the time" to "I think I twisted my back the other day..." which really means, I need a spa weekend massage. Happy ending or not depends on the person.
- How many customers have used your product?
This yells SITE VISIT like a beacon, just jump right through it and get it done and over with. Book your tickets to Thailand, Singapore and South Africa (hint - world cup), Vegas etc. Never mind that the closest demo center is just a 15 minutes drive.
- Can you tell me the benefits of this system?
Book a personal time later to explore what kind of "benefits" tickle the Dark Manager's fancy. Especially when you ask whether he/she requires more private time with the "team" to go through it in detail.
- How many users can this system support?
The question above shows doubt, which requires "investments" in terms of a "proof-of-concept" machines. I.e. the operations team requires a loaner as they're facing an IT catastrophe. Oh, be warned though, the loaners tend to go missing or returned to you 2 years later.