Some people get into sales because they "like people".
They are people persons at heart.
Turns out though that this can be a limitation to sales success.
People who are real people persons often find that they bend and conform themselves too far in order to satisfy their need for approval.
This need for approval can go so far as to cause fear of making the prospect mad.
And when you are afraid of making your prospect mad, or of not getting his approval, bad things happen to you in sales.