And most of these courses and sales advice systems still perpetuate old myths from the turn of the century, when snake oil salesmen, carpetbagger pitchmen, and Professor Harold Hill were in their heyday. That won't work today. Drawing a line on a page and quoting Ben Franklin, or committing 27 textbook closes to memory is not going to work any more. If they like you they are more likely to buy from you. If they don't like you they won't buy unless they are desperate.
People buy on feelings more than on logic.
But if they only buy on feelings, logic soon makes them regret their decision. Either that, or their neighbor, family member, or friend will. Selling is a transfer of emotion. You should be excited about the furniture you sell, but the above rules will always override. They sell clubs on emotion.