He was! Any of his customers who wanted to buy a new house would go to him; a new car – – – call upon him; even change the colour scheme of his house – – – would seek his advice. School admission of the kids; selection of Umrah package etc. He was their “go to man”!

That was Junaid, our deceased director who died in a tragic road accident caught between two full speed, fully loaded dumpers, leaving everyone including his customers in shock and bereavement.

Most salespeople chase business.
He chased something else—his client’s wellbeing and success.

Few weeks ago I was in my class when our young teacher (half of my age) read the holy saying “Religion is Giving Best Advice”!

الدِّينُ النَّصِيحَةُ

He was perhaps an example of this saying. But not from the day one.

Junaid was a young salesperson.
Smart. Ambitious. Full of enthusiasm, energy and excitement and intelligence.
But his results? He often struggled to find his feet.

Until his many years senior Director Mr. Nadeem told him:
👉 “A better well-wisher is always a better seller. For your customers become someone whom he goes to for advice”

That changed everything.

At his next meeting, instead of pitching and “selling the proverbial pen in the traditional way”, Junaid asked:
“What’s the biggest challenge slowing you down right now?”

The client opened up.
Junaid listened.
He shared insights.
He gave value—even before a contract was signed.

Few months later, that same client signed a multi-year Global Framework Agreement.
Not because Junaid had the best product…
But because he had proven himself to be the most sincere Advisor.

💡 The lesson is simple:

Trust is the real product.
Love is the real commodity.
Goodwill is the real currency.
When you die for your clients to win, he will live for you to win also.
Because in B2B sales…
A greater well-wisher is always a better seller.
Junaid died for his clients every day so that they win and he died actually also for the same! His customer confirmed that till his last breath, he was trying to find the best ADVICE for them.

👉 What’s one way YOU can show clients that you’re a true well-wisher, not just a clever seller nor a glib talker nor a position seeker but a great advisor? This is my question to every salesperson out there to sell something!

May you all have a very long life.