It should be comfortable, not confronting. The client needs information and looks to the salesperson for guidance and advice. The salesperson is helpful and supportive as the client considers the presentation and makes a decision. Selling a professional service requires a compromise in ethics. The salesperson is motivated only by a desire to satisfy their customer's needs and wants.
Professionals always place their client's best interests ahead of their own.
The public does not trust or like salespeople. People do not like or trust poorly trained, poorly informed, ineffective salespeople. They often share stories about unethical and pushy sales service, but in the next breath praise the experience of dealing with their stock broker, real estate agent, or car dealer. Today's consumer wants sales service they can trust and rely on, and they will remain loyal to salespeople who provide it. To be effective in sales you must adopt a new personality.