This Is Why You Suck At Sales by Grant Mitt

How should you present yourself at the beginning of an interaction with a customer?
At the beginning of an interaction with a customer, you should present yourself as an expert who knows what they're talking about but doesn't care if the customer ends up doing anything.

Example of presenting yourself as an expert who doesn't care about the outcome

"Hey, so I know you guys were looking into technology, specifically CRMs. I saw that you guys have grown into this channel towards the tech industry. Why would you guys want to look into something different? It's a big change, and honestly it's a lot to switch CRMs. What made you want to even do it?"