I feel like a lot of sales stuff is like that. The way I’ve heard a lot of sales stuff/methods being communicated makes it sound like the salesmen are doing rational methods of communication.
Kinda of related is how much of sales stuff (from what I’ve seen) is based on getting the sale and not necessarily giving something of value. The way it’s sometimes communicated feels like giving something of value is a nice thing to have but it’s not necessary when it comes to sales.