One of the toughest lessons and most valuable lessons I learned early in my sales career was that my job was not to have the answers. I didn’t need to be able to solve the problems my prospects or customers had. My job was to get the prospect to connect to the problem, and to demonstrate that I understood what my prospect wanted to achieve. I had a whole team of people that whose job is was to solve the problem. My primary objective was to a) get the customer to understand they had an important...
