Effective leaders build trust by positioning themselves as collaborative partners who help prospects analyze problems, rather than as salespeople who list solutions; this approach shifts the prospect's perception from 'this person is selling me something' to 'this person is helping me decide,' which significantly improves engagement and outcomes.
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What they're thinking the whole time is, "Oh my god, he's not trying to sell me anything."
He's trying to help me decide and look at my problem with me. That puts you with them as opposed to over here saying, "Let me show you what we got. We got this. We got that. Oh my god, it's it's over right there. Hello." You've lost them.
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