When I observe Sales people at the top of their game there is something really obvious that stands out to me.
Great Sales people don’t sell, they guide.
They are patient (at least on the outside), they are great communicators, they don’t try and oversell, they don’t sell from a place of desperation.
They merely illuminate the path in front of the prospect and encourage them to take the next step.
Your prospects don’t want to be sold to.
Your prospects don’t need a hero to come and save the day.
What they do seek is clear guidance to a better place.
Be the Guide.