How many times have you been in a selling situation where the sales person tells you how great they are and how much they can help your business grow? The sales person is there to swoop down from the sky and save the day. They never stop to ask if you need saving. In fact most have no idea what your organization is trying to to accomplish, fix or avoid.
The sales person is not the hero in the sales process, the prospect is. The role of the sales person is to mentor the prospect giving them the tools they need to be the hero in their organization.
How can your solutions help your prospects become heroes?