This is generalizable to "know your audience" and "meet people where they are at".
Generic sales people who are good at appealing to the emotional in their target demographic will only go so far when the audience is specialized in a field. That's not to say those people are completely immune to emotional tricks. But if that's the only way the salesperson tries to connect, they will have a hard time getting through.
I'm not a salesperson but I witnessed a coworker who was insanely good at selling our Healthcare SaaS product, and the way he connected with his target audience didn't feel sales-y at all. In fact, he genuinely cared about finding a solution for the people he was selling to. He believed in our customers and knew our product was going to help them in their goals—even with the warts & bugs we had.
Generic sales people who are good at appealing to the emotional in their target demographic will only go so far when the audience is specialized in a field. That's not to say those people are completely immune to emotional tricks. But if that's the only way the salesperson tries to connect, they will have a hard time getting through.
I'm not a salesperson but I witnessed a coworker who was insanely good at selling our Healthcare SaaS product, and the way he connected with his target audience didn't feel sales-y at all. In fact, he genuinely cared about finding a solution for the people he was selling to. He believed in our customers and knew our product was going to help them in their goals—even with the warts & bugs we had.