Salespeople are in the decision business. Their livelihood depends on the decisions of others.

When you're actually talking over someone, it's as if you're just pontificating and they're not even there. And their body language - they're trying to get away from you. And if you're pontificating at an audience, and there's a break, the non-martyrs in the audience are not going to come back. I mean, they just want to get away from you.

Buying involves decision-making. It's a performance activity, like sports or acting.

Mark Goulston Quotes