> We are in sales and he can bs a lot The most important part of the job for some. Two methods of sales: 1. "work with the customer to figure out whats genuinely best for them" is the second best sales method 2. getting people out of their comfort zone, often referred to, incorrectly, as being 'pushy', which in studies was found to be the most effective sales methods. The guys who are rookies make the mistake of confusing comfort-zone-breaking with pushiness. But its more about understanding someones grey zone and their barriers to purchase. That specific thing, barriers to purchase, and focusing on breaking down those barriers, unlike the first method which is about focusing on *needs* and aligning them with the qualities of the service or product on offer. Reason the second method is the goto for the most experienced is because it takes a lot more work to discover needs. People are naturally guarded, dont always know what they want, and have a host of other reasons for not having their needs on checklist. But objections, barriers to sale, are always up front. Everyone knows why a 'no' is a 'no' when they give it. And then it becomes a game of saying to them, well 'why not'? A game of keeping them in the conversation, of understanding when a no is actually a 'no', or really just a soft rejection because they have some reason or other for not making an immediate decision. And if you're getting a soft-no its because some part of them *wants* to say yes. need-finders are miners. barrier-removers are refiners. The refiners always make their money on the mark up. The miners always eat the cost of failure, just like actual real life mining companies.