Great explanation, thanks. To be clear I wasn't suggesting you were actually intending to manipulate or manipulating, and it makes a lot more sense from the perspective you describe: kb is right, I'd 100% download this on my Kindle app. Speaking of which, are there any inspiring books or guides that have taught you these or any other salesmanship skills and techniques? Perhaps that would be its own post but I'm itching to dig into it.Everyone has different personality styles and everyone has different motivating factors (to a degree) that help inform their decisions. It's important in sales to conform to someone's personality style without compromising your own. If you can do this, you will be successful. If you go too far, you come off as cheesy and disingenuous and you will not be successful and you'll feel like a charlatan and will hate your job.