Building Trust, Not Just Transactions

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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