Their Goal Is To Intimidate You To Compete On Price
Below the surface you do what's necessary to generate sales and cash flow. Above the surface you'll thrive with an authentic value proposition.
First, do research and conduct a sales interview to understand your prospect's needs and wants. Then, see if you can convince yourself that you have the best solution for them. If you can't convince yourself, how can you expect to persuade your prospect? If you proceed with your pitch before establishing emotional value in the mind of the prospect, you'll reinforce the sales stereotype by making it appear that you are interested only in yourself. Develop the patience, confidence and ability to lead with value as opposed to features, benefits and price.
Start with a sales funnel baseline where 20% search for underlying value while 80% think they are commodity shoppers.
Determine how you can profitably compete as a commodity as you continually increase the baseline from its 20% starting point.