Is Your Ability to Create Value No Greater Than the Other Firms Under Consideration?

If you are leaning on personality and likeability in the sale, then the implied message is that you yourself see your ability to create value as no greater than the other firms under consideration. I'm not saying don't be your wonderful, likable self. I'm just saying, when we lean on that, the message we're sending is our ability to createvalue for you is no greater than those who have a boat. Yes, k, it's not bad to be liked. It's just bad to try to overcome other things with it. And the only meaningf variable is the client’s sense of your ability tocreate value,. s create value, relative to the other firms