Some in sales think strength will win the day,
but strength will break
where weakness remains intact.
An oak tree is stronger than a blade of grass,
Yet storms can uproot it in a moment
while the grass remains.
Better to defer to the prospect,
let them lead with complaints and fears,
by drawing out their secrets
the non-pushy seller uncovers wants and needs.
This is called building trust.
The fast talking huckster foolishly believes they will sway their prospects with brilliant logic and engaging emotion. They are deaf to the buyers allergic response to pushy sales. Some weak prospects cower to such tactics, and may even buy, but will reflect on the transaction forever in disdain. Bullied buyers are not repeat buyers. Defer to the prospects desires, this is the wise path.