If you approach a prospect as a sales person, or vender, with a program or service to sell, you will be seen as a commodity. The prospect will focus on price comparisons and decide whether your particular alternative is needed and appropriate under current conditions. You are trying to respond to prospect desires and “wants.”
If you approach a prospect as an expert with valuable advice to offer, you will be seen as a possible partner. The prospect will focus on a potential improved condition and you will both determine the best mode of conveyance for that prospect. You are trying to identify valuable and unrealized needs.
Your choice. Are you selling stuff to improve your revenues or offering expertise to improve the client’s condition?