With reference to the article from ASD Group, Espen Hellman puts into words something very important for the sales profession

With reference to this article (https://www.linkedin.com/feed/update/urn:li:activity:7407361511905452033/ ) from the ASD Group, Espen sets Hellman's words on something very important for the sales profession. Trust in salespeople is low, and few customers experience real value in the first meeting. At the same time, the article shows that there are simple principles that distinguish the best: Listen, be honest - and don't pressure.

I completely agree with this, and at the same time it is worth clarifying what "do not press" actually means. Good sales are also about taking responsibility for progress. Without clear next steps, even good dialogues run the risk of being postponed, forgotten or never realized. Each sales process lives its own life, but professional salespeople follow up with the right timing and clarity - in a way that feels natural to the customer.

The article also shares an interesting fun fact:
The best sellers ask an average of 32 questions in the analysis phase - 39% more than the average.
For me, this is not about the number of questions, but which questions are asked. It requires thoughtful situational and reflective questions - and the ability to listen with empathy. In professional language, we call this active listening. When the salesperson understands both how the customer works today and why, the dialogue moves from price to actual value.

Much of this resembles good coaching. When the customer himself formulates the challenge – and often parts of the solution – the decision becomes both easier and stronger than when the solution is presented ready-made. It provides both better relationships and more robust sales processes.

This is also the reason why I have great respect for the expertise in ASD. I myself have used them as a supplier of coaching services in sales, and find that they are particularly strong in developing the role of adviser - where methodology, behavior and reflection are closely linked.

So finally:
What do you think of when you hear the word "salesman"?
For me, a good salesperson is an advisor and partner – someone who listens actively, is honest, takes responsibility for progress and is strong at (also latent) needs mapping and the interpersonal aspects.