People hate being sold, yet love to buy. Downloadable Training Topic From the Seven Habits of Highly Effective People by Stephen Covey, we learned, if we were lucky, his 5th Habit:  Seek First to Understand, Then to Be Understood.  Why is it then that many “Old School” salespeople and the image of a salesperson is typically connected to fast-talking, back-slapping, joke-telling, always be closing, and technique-filled high-pressure sales tactics? Or, from another great book, The Go-Giver by Bob Burg and John David Mann, we learned The Law of Influence:  Your influence is determined by how abundantly you place other people’s interests first.  This could easily have been called The Law of Sales or The Law of Leadership because both hinge almost entirely on influence to be effective. Yet, “Old School” salespeople tend to vomit features and benefits, claims, and statements like, “We’re number one, we’re the best, we really care about our clients, and we’re the cheapest…blah, blah, blah!” But who really cares?  That’s right…No One!  What they care about is if you can help