One of the biggest problems unsuccessful salespeople have is that they talk about their "thing" right away, and it causes resistance.
In emails, InMails, voicemails, and if they ever by chance get to actually talk to a buyer, they throw up all over themselves pitching the details of their product or service. Their "thing."
But people don’t buy "things." They buy results.
One of the oldest, simplest, and wisest quotes about this from Zig Ziglar: "People buy the hole, not the drill."
Let's look at some truths regarding "things" and results.