How to Become Problem-Centric in Your Approach

Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions.

But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale. 
How do you reconcile this paradox?  

In this month’s Stump The Guru show, I’ll be talking How to Become Problem-Centric in Your Approach.