It's not about trying to pawn off inferior wares onto your customers. I make a living selling software that I write. My customers have no way of judging quickl

It's not about trying to pawn off inferior wares onto your customers. I make a living selling software that I write. My customers have no way of judging quickly how good my software is or even whether it solves their problems. When I'm selling to someone, it is my responsibility to figure out whether or not what I'm selling actually solves their problem. Being able to navigate their organization helps me extract this information more quickly than I would otherwise be able to. It allows me to convince people for whom I'm really solving a problem to try out my solution. It allows me to leave people alone for whom my solution would only add noise.