I think you're describing a sales guy versus a programmer. In my experience, "businesses guys" are actually professional bullshit detectors. It's one of the reasons you want them in on the actual contract negotiations. A skilled business guy has an amazing way of boiling things down, spotting inconsistencies, and seeing where relationships are likely to fall apart.
Sales guys on the other hand are professional bullshit machines. They heavily rely on being able to read your tone and state of mind so that they can tailor the message to whatever they think will resound with you the most. And that's way easier to do on the phone.
Sales guys on the other hand are professional bullshit machines. They heavily rely on being able to read your tone and state of mind so that they can tailor the message to whatever they think will resound with you the most. And that's way easier to do on the phone.