memorization

The people who enter sales immediately after high school or college graduation learn sales from the ground up and are better trained and prepared for what they will encounter and what they must do in those situations.  However, those who make career changes and transition to sales later in their career, don’t benefit from nearly as much sales training, receiving mostly product training instead.  That forces them to rely on instincts, which are not based on sales experience or wisdom, and often guide them to do what makes them comfortable, as opposed to what makes them effective.