In sales, adopting a domineering approach can lead to perceptions of being pushy and arrogant, which are detrimental to building relationships. Instead of attempting to control conversations, resisting this temptation can yield positive results. When sales professionals demonstrate genuine interest and attentiveness, they cultivate an appreciation that fosters better connections with clients.

By transforming into a discovery expert rather than a dominant speaker, salespeople can elicit relevant insights that allow them to connect more effectively with others. This method not only enhances rapport but also equips them to better serve their clients' needs, as outlined in Susan C. Young's book, "The Art of Connection."