IN the early days of desktop computers, one of the first big chains found
that the less the sales people knew about computers, the more they sold. The
knowledgable guys gave the customer choices, and they got confused and had
to leave, "to think about it." Then they went to another store where the
salesguy said "Buy an IBM." They knew what IBM was, so they bought it.

This is infortunately true, and one of the reasons I don't like selling.
Salesmanship is too often about convincing the customer to buy something, rather
than helping him/her make the right decision.

I once worked with a guy who was the least-knowledgable of anyone in the store
about what we sold. He sold more than any of us.