If you sell a customer a dining room set by getting her all hyped up but the set doesn't work with her space, or is more expensive than she can afford, it will only make her an unhappy customer when logic sets in. And that's killing the golf club business right now. There's a glut of clubs on the market. And one dissatisfied customer will tell a whole bunch of people, who also may put you on their personal blacklist. Be careful with your closing skills.
Emotion can be a wonderful thing.
But logic remains long after the romance of the sale is gone. His sales meetings and seminars are presented nationwide to major companies and industries.