The true pros in sales today are never pushy, obnoxious or overly aggressive. Instead, sales professionals are trust builders that develop the relationship first. Their approach is to come across in a friendly way, to be warm, supportive, knowledgeable and completely focused on helping the customer to solve a problem or achieve a goal with their product or service—and to be honest with prospects when their product or service is not right for the customer.

Sales pros are positive, polite, and persuasive without being manipulative. They never attempt to influence prospects to act contrary to her best interests. The pros take the time to thoroughly understand the prospect’s situation and to give good recommendations that enable her to make the right buying decision.