We sell stuff. We sell widgets. We sell whatever; that is the irrelevant part. Ultimately we sell what someone derives from the widget. I believe this is lost on salespeople I have recently encountered. Some (again some) say “Hi” and then go into the flow of “Why are you here today?” First things first, I did show up, which means I want something. If I walk into the store, I want something — that’s obvious. What’s not obvious is the extent to which I showed up. This is the message we will explore further.