Prospects don’t feel safe with sales people. They feel safe with trusted advisors. Why? They:

People buy on emotions, but don’t sell all jacked up on them. It comes off as: – Too emotional– Untrustworthy– Over-the-top– Overselling– Too salesly– Anxious– Unsafe None of these inspire confidence in your buyer. ABCs of selling: Achieve Buyer Confidence

Selling feel high pressure, because… You’ve picked up salesy tactics Here’s an example: Salesy might say: “I think this would really help you with your problem.” A trusted advisor asks: “Does this seem like a good fit for you, or is this not what you had in mind?”