“The superior man understands what is right; the inferior man understands what will sell.” – Confucius

People can tell when you’re coming from an honest place. When you have their best interests in mind it makes them trust you more. It’s about your intentions. You have to believe you’re helping someone out. You have to believe your product can solve their problems.

If you don’t feel like what you provide won’t positively impact them and their business don’t sell them your product. Kindly tell them you don’t believe your products right for them at this time and provide an alternative solution.

Once you do this, you’ve established your intent. You’ll help them no matter what. Once you feel like they’ve hit a point where your product can benefit them let them know. They most likely will come back to you. They’ll ask you what they should do. Then you can provide your solution. 

You’re the expert advisor. You’re not someone who wants to sell them no matter the consequences to them. You’re not like everyone else they deal with. 

In today’s competitive marketplace you need to find a way to differentiate yourself from everyone else. Be truthful. Be honest. Be caring. Be genuine. That’s the best differentiation. You can use all the references and gimmicks you want but if they don’t trust you they’ll never buy your product.

Sales people have one stereotype. They’re slimy, manipulative, and have their own self interests in mind. Break that stereotype. Be the difference. Be the change. It’s crucial for your career. No matter what you do for work. Bring the right intent. 

It will benefit you more in the long run.