Precisely where it should be.
There’s an expectation that as the sales person
You should be putting in all of your time with your prospect
Selling
But that is not the kind of selling that either of you have time for.
See if this helps:
Consider shifting your sales call agenda
To one of getting 1 thing done
With your prospect
That requires an equal amount of time
From the both of you.
I’m here,
Kevin