The only way to get someone to do something consistently is when they have a reason to do it. It’s important not to assume that what is important to you is important to your customers. As a salesperson you will have to build an intrinsic desire for your customer to fix the problem that you have identified by reminding them that you are there to help them understand what the process is, so that they don’t fear deciding. “Here’s what’s going to happen, here are some of the pitfalls and I’ll guide you around those. If you just trust the process, you’ll come out on the other side with a successful outcome.” I think it’s a good idea to serve others by asking questions that will assist them in making a wise buying decision.