Do you love to make sales people look stupid? :)
A sales consultant recently raised this concern and offered a suggestion on how to handle it:
"How do you handle the really smart guy in the back of the room that loves to make sales people look stupid? The best technique I’ve seen is to warmly encourage his questions. Since you likely can’t answer all of them, write down the questions and tell him that you’ll get with him after the presentation to either discuss in more detail or get back to him with the answers."
In my experience on both sides of the table, typically the goal is not simply making the sales person 'look stupid'. (this is not heckling the ump at a baseball game).
I hate to say this, because I know you will find this shocking, but sometimes sales guys don't what the hell they are saying or are simply lying.
Hello Arecont Friend,
That said, I actually think the tactic of saying "I'll get back to you with answers" is a decent one if the sales person does not know how to handle it, but a knowledgeable technical person can fatally wound a sales person who cannot properly handle criticism, especially in a first meeting.