You: Nothing says disenchantment quite like sitting across the table from a business person that didn't even bother to Google me or my company.
A deal breaking element of direct sales is information about your customer. A critical element of direct sales is personalization.
How do you achieve the type of personalization that comes with a sale? You learn about your customer. In that process of learning, you will begin to understand the qualities of your products or services that are most appealing to your customer. In that process, you will also learn about the needs of your customer. In that process, you will learn whether or not this customer will be a good one. You will learn how to improve your product or service. You will learn how not to waste your time.