What seems to work in good economic times fails in times of economic drought. There is no fruit or berries to pick and the game has gone in search of more verdant locales. In many ways, the accepted sales model differs only slightly from the approach used in the 19th century to peddle Bibles and magazines and later Fuller brushes and Avon products. The search is for a customer. Recognize that the customer is in charge.
Salespeople know that the roles are reversed.
The customer is calling the shots, establishing the parameters and guiding the process. I can't work my magic. Anything that comes across as pontificating or talking down sends the customer packing. This is service as defined by the individual customer. Besides, it's too expensive to be practical.