Prospects Resist Salespeople . . . and Its Helpful

Prospects instinctively resist salespeople who are too eager to explain (often in condescending tones) why the product or service they sold was the only "right" one.

Today, that's even less likely to work because prospects don't want to take anybody's word for anything. They have the internet for that.

That means sales people have to help them discover the benefits of what they are selling on their own.

This will requires less talking and more listening, which is always a smart practice.