I used to hate this advice. Now I give it.

“Sell ’em what they want. Give ’em what they need.” I used to hate this advice. It felt manipulative. Like the message was: Say whatever you have to in order to close the sale. Integrity is optional. Trick people now, figure it out later. And maybe for some people, that’s exactly how they use it. But over time, my perspective shifted. I’ve come to see this line as not only ethical but essential—when it’s grounded in empathy, expertise, and a deep understanding of your buyer. 💡 So what shifted...