When one of our customers tells us that he or she has hired the perfect salesperson, it scares the heck out of me. Few people truly understand selling, and the stereotypical personality that many people think will make the ideal salesperson frequently fails miserably. Frankly, I don’t meet a lot of really good salespeople, and selling is a misunderstood skill.

Selling is about trust. People buy from you because they think that you will solve their problems or fulfill their needs, not because they technically understand what you do. Think of a doctor’s visit where the doctor prescribed a medicine to solve an ailment. I doubt you fully understood what the medicine biologically does to your body, but you took it because you trusted the doctor to provide a professional solution. People buy from contractors for the same reason.