Selling — Detangling Gibberish.

The average sales rep was most likely trained by the same types of people with the same types of methods and courses passed down from one institution/person to the other. They know the key phrases and words, they try to identify targets and they sell to them all in the same way. Chances are they are throwing darts into the dark and hoping something sticks. 1 to 5 out of 10 is a success, all 10 exceptional.

They aim with all sincerity and gallantry to try and get you to have a conversation with them, but there is no charm, just numbers. The human intent to help solve a need is missing. Some might ask, does it have to solve a need? I would reply, everything ever made and sold filled a space, someone needed it even that need was simply because they liked it, naturally, a much more in-depth, or impactful need has more value. On that premise, selling has to be about presenting a benefit and the value of that benefit, and yes, there is a business objective.