Most walk into your presence with their uncertainty stronger than their need. For the sales process to happen that wall of uncertainty must come down. That means you must have a patient persistent presence. Too many salespeople give up on the customer because they aren't moving fast enough. If your urgency doesn't mesh with their time table, you give up.
G row their business.
This is what it is all about. That journey will involve others they invite along. A major weakness of salespeople is they move on too quickly. They leave behind those they have established a relationship with. The sales family they have worked to create soon forgets their visit.