The Case for Stewardship Over Salesmanship

When it comes to client acquisition and business development, the most enlightened philosophy is that of stewardship, not salesmanship. Salesmanship asks a client to buy something, chasing them with closing techniques and trying to convince them to take action. It often over-promises and under-delivers. Stewardship asks a client to buy into something, attracting them with a process-driven, win-win approach, and letting them come to their own conclusions - convincing themselves with reason and self-motivation…

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