Sales is a fascinating study in human behaviour and psychology and can often be 100% predictable. So many sales leaders and their teams get caught up in how good they think their products and services are, that they literally get drunk on their company Kool Aid, and yet wonder why their sales results are not where they could be or should be. Exceptional Sales Leaders do not – they understand that it is not about the products and services, it is about the problems that need to be solved. They also understand that at the end of the day the customer is not interested in their product or service.