You just sat down to dinner with your family. You hear a knock at the door and get up to answer it. At the door is a man with a box. Before he can finish saying “Hi, my name is Tom and I’m selling…”, you’ve tuned him out, already thinking up an excuse and pining for the mashed potatoes you left on the table. You’ve already assessed the situation. He has a box. He is trying to sell what is in the box. You already have enough stuff in boxes. You’re not interested. You just sat down to dinner with your family. You hear a knock at the door and get up to answer it. At the door is a man who looks concerned. He points to the crack near the corner of your house and says “I’m really sorry, but I think you may have a really big problem”. You’re listening. He explains how your foundation is compromised and you are 60% more susceptible to basement floods with a crack like that. The mashed potatoes grow cold, this time. You have a serious problem and this man has a solution. You’re interested. You’ll—at the very least—hear him out. The irony is that the box contained the same solution. The difference is simple: the first man is pushing boxes and the second is forging a value-added relationship. He can solve your problems. We want to transform your sales force into a team of consultants, people capable of assessing need and capable of selling solutions, not just stuff. We can provide the prompts and questions that show serious client understanding, that forge value-added relationships. And it can be as simple as following a series of questions on a mobile device that quickly and effectively pinpoint the exact needs of your clients. They aren’t going to buy something that they don’t need. So, make them need what you are selling.