The best salespeople and service professionals teach their clients, making them feel smarter and more confident. This builds trust and creates a cycle where frequent, valuable interactions deepen the relationship for both sides.
The most successful people in both sales and professional services are teachers. Their clients, their counterparties, after having an experience with that individual, are saying that they feel smarter, that they feel like they understand more than they used to. This conveys into being impressed with the person they were just talking with, but also having much greater comfort because they know that spending time with that person is going to make them greater than what they were before. Embrace the idea of being a teacher. You're not just someone who's trying to take issues off the plate of the client, or someone who's trying to not talk to the client that often. You want to talk to them more. You want to provide them with more value. If you do all of that, they will build more trust with you. They will build more trust in themselves. This will allow them to get more value from your relationship and from the services that you provide. And when you do that, you create more value, and that creates an enduring virtuous cycle.
