--- title: Do You Look Like the Answer? | The Sales Blog description: Your dream client is looking at you to decide whether you look like the answer to them as it pertains to helping them accomplish what they need to image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_627046853.jpg --- ### [Now booking SKO meetings for 2026/27! 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Your dream client is looking at you to decide whether you look like the answer to them as it pertains to helping them accomplish what they need to accomplish. You may want your dream client to [look elsewhere for reasons](http://thesalesblog.com/2018/08/21/is-what-you-sell-of-vital-importance/) to buy from you, and sometimes they may look outside of you, their salesperson, for reasons to buy—which is to say that you play almost no role in their decision. You may want your company to be the reason they buy. [You love your company](http://thesalesblog.com/2018/02/16/delete-your-first-8-slides-season-2-episode-25/), and you believe deeply that it is better than your competitors and that you do better work. If your company is the answer, then you don’t need to create enough value to deserve to win the business on their desire to work with you on their challenges. If you want your product or services to the be the reason your dream client chooses to buy from you, you are also moving the focus and the value created from you to something else. In this case, it may be your product, which in all likelihood isn’t all that different from what they buy now—and maybe not worth [firing their existing partner](http://thesalesblog.com/2011/10/12/underestimating-what-it-takes-to-fire-your-competitor/) to change. How easy you are to business with and how good your solution is matters, but it’s also evidence that you are not the answer. You may want the return on investment, the tangible results, the outcomes you create or something else that happens to not be you to do the heavy lifting for you, but in a lot of complex B2B sales, none of things matters more than the salesperson—especially if they are going to have an ongoing relationship. As much as some salespeople want to place the burden of creating compelling, differentiated value worth changing for on something or someone else, many sales leaders are no better. They want the process, the methodology, the sales stack, and a dozen things that are not the salesperson to tip the balance to their company and their salesperson. Your dream client, however, is asking themselves whether you are the answer they have been looking for, or whether you are another person [without the ability to help them make the changes](http://thesalesblog.com/2018/08/20/the-new-rules-of-building-consensus/) necessary to producing better results. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2018](https://www.thesalesblog.com/blog/tag/2018) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 21, 2018 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:33:06 PM", "datePublished" : "2018-08-21 21:00:27", "description" : "Your dream client is looking at you to decide whether you look like the answer to them as it pertains to helping them accomplish what they need to", "headline" : "Do You Look Like the Answer?", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/do-you-look-like-the-answer", "@type" : "WebPage" }, "name" : "Do You Look Like the Answer?", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```