Selling is not about shoving your “horse pill” of a product  down a prospect’s throat, to be truly successful a sales professional has to use a discovery process much a like a physician.  Those of us at the top of our game take the time to ask our patient/client about their aches and only then do we reach into our house call bag for a solution.  Boys and Girls it is far easier to marry a prospect with a product when it remedies a pain.  If your product improves your client’s business life quality then odds are you are their guy when it comes to their version of a cold.  You have to dig deep sometimes to avoid getting the wrong diagnosis though.  A salesman can cause their client to overdose on their particular type of medication and if that still doesn’t cure their efficiency cold then you’ll be labeled a “quack”.  The only malpractice insurance for our type of work is common sense and needs analysis.  So be careful of what you write on the prescription because it could cause you to go out of practice if your clients start falling over.