IV | We Will Rethink What It Means To Sell

"The first thing we must understand if we are to approach selling properly and respectfully, is that the client's motivation and by necessity our role as a salesperson evolves as he progresses through the buying cycle."

To sell we must:

1. Help the unaware.
2. Inspire the interested. 
3. Reassure those who have formed intent. 

What does this mean: 

Many clients are unaware of bottlenecks within their business. Our job is not to sell a solution but to help them discover new opportunities, and inspire them to take action all through a careful and articulate demonstration of our expertise.