You visit a car dealership. Not more than three steps inside the door, a smiling guy in a suit gets in your face. He is using every hard closing sales tactic in the book, relentlessly pursuing you around the showroom and the lot.
This guy could not be more clear, he wants to sell you a car, and he does not mind you knowing it. And yet, we hate this guy. We want people to put our needs and comfort levels first, and those who do are the people we reward with the sale.
Are those friendly people any less interested in making the sale than the obnoxious car salesman? Or are they just less transparent about how they go about it? Do we care if they are being genuine, or do we just need to feel as if they are?
Picture this: You are introduced to some loud-mouthed young marketing consultant at a party. He is half-tanked, cursing like a sailor, and insulting every third person who passes by, all while trying to convince you to hire him. He even insults you and your wife a couple of times in lame attempts at humor. Is he not just keeping it real?
On the other hand, I once read a story about a businessman who everyone loved. This guy kept everyone in stitches...
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