Old sales model: seller had more information than buyer, so people felt intimidated and taken advantage of.
New sales model: buyers usually have more information than sellers.
How to succeed: help them identify their problem and find a realistic solution. Be of use and do not use the client.
One Moore Thing: Success is a long-term goal. Most anybody can convince a few “suckers” to buy their product or service, but true success comes from partnering with your clients and being able to use them as referrals.