Do you assume the person you are pitching is not as smart as you?

Persuasion, manipulation.

I just read another sales training email, this one talking about "The take-away close."

The problem with most sales training models is they assume I am trained the same way Pavlov's pooches were.

And they are partially right about that. I have been walking around the planet actively engaging and interacting for more than half a century.

I have been trained or conditioned to expect certain things, when someone says they're going to present in alphabetical order I do expect b to follow a. But creative thinker that I am, unless the presenter has said it will be an alphabetical presentation when they start with a I do not necessarily expect b to be next - just the rebel in me I guess.

A smart sales presentation assumes I am at least as smart as the presenter.

This one lost completely because it assumes I want what I cannot have and it assumes that I don't understand when I am being manipulated.