Sales professionals are in the career building business.The god to worship is not a Purchase Order. It’s the improved performance of your prospect. And not just the prospect company but the actual human being. If you can’t improve the performance of your prospect you are not selling, you are fleecing, and that’s a very bad long term relationship builder. Of course to understand whether you can improve performance requires diagnostic skills most sales professionals don’t possess. The good news, is that it’s teachable.