> I did the exact opposite. ... My clients loved me. Yes. > We'd probably all be a lot better off using softer sales tactics. That doesn't follow. Suppose t

> I did the exact opposite. ... My clients loved me. Yes. > We'd probably all be a lot better off using softer sales tactics. That doesn't follow. Suppose that 10% of the population responds best to soft sales tactics and that the other 100 sales folk are using hard tactics. You got that 10% to yourself while the other 100 folks are sharing 90% of the sales. Your numbers will be better despite using the "wrong" technique for the majority of the population. The correct strategy is to find an underserved subpopulation. If enough "everyone else" is using a given strategy, the exact opposite is likely to work well. If a mix of strategies are being used, you need more information.