"They don't seem to have ... asked?" I think this is my favorite bit. Which actually brings up a good proactive defense for the salesman: Make sure you let yo

"They don't seem to have ... asked?" I think this is my favorite bit. Which actually brings up a good proactive defense for the salesman: Make sure you let you client know what they should be asking, not just what they ARE asking. Not that this an easy question to answer - you're asking someone else to point out your unknown unknowns, but in turn, they're blinded by familiarity (example: I actually do experience slight surprise when people haven't heard of Hacker News).