It has been said that a good salesman needs to show potential buyers the value in what they are buying. While this may be the case, I’ve recently tried to rethink this methodology.

I work in sales. I’m constantly struggling to show potential clients the value in what I sell. I’m passionate about my product otherwise I wouldn’t have gotten into the IT business. Over the past year, every one of my clients already knew to some extent the value of databases and websites prior to my closing the sale. Now I helped them see additional value and overcome any concerns, but for the most part they understood.

So does a good salesman just help rather than sell? Or is it really up to him to show the value of the product? I would appreciate your thoughts.