I thought it was a series of realizations - First he learned to stop sounding like he hated his job, and focus on making the other persons feelings. This got hi

I thought it was a series of realizations - First he learned to stop sounding like he hated his job, and focus on making the other persons feelings. This got him to people saying "yes". To close more, he started dropping the disclosures and sending people to the next department. The point you are raising does make sense, I suppose the lesson for him was getting to yes, and then ensuring you dont blow the lead. Which I suppose is the core lesson to selling. You cant sell if people get out of the flow. And he does allude to this, that the economy is small constant hustles that convince people to buy things, as opposed to the sterile idea of economic demand.