Chris Lytle Sales Tip: The frustrated CEO complained to me. "After reading your book, I find I have a very low tolerance level for salespeople who don't approach me at a higher level. There's too much 'fluff' and not enough getting to the point. Insurance people are the worst. All they want to do is give me quotes, without giving me any ideas." Whether they've read The Accidental Salesperson or not, each customer has an internal "Chart" or grading system for ranking salespeople. What will you do today to add value to the lives of the people you are trying to sell to?