I found my influence working at a garden center during high school. Selling was one of my jobs, and I knew nothing about plants. I would ask walk-ins what help they wanted. Then, with a Sunset Garden Guide, I picked vetted options for what to do or buy. Upon hearing the recommendation, clients often shared how they expected to feel about a successful project. When I paraphrased their words, decisions came faster. My first corporate job was at IBM. The company taught me to respect everyone and do what is right. Surprisingly, I did not start in sales. My first job was in office operations. IBM’s view is that sellers have critical attributes needed for success. Job applicants complete this test before a job offer. Upon deciding to move into sales, I was not asked to take the test. Moving into sales was my leap of faith.I focus on founders and CEOs whose success depends, first and foremost, on inspiring others to change by turning prospects into customers. Consider this from the prospect's point of view. Meaningful change is difficult and rarely easy. Reputations are lost or lifted by the results. Confidence in the person clearing the way to a better circumstance is the catalyst.Can a founder consistently and rapidly create customers? Yes, based on my experience and know-how.Why is this possible? It's because the prospect trusts the CEO, believing that the solution will deliver the desired result.How is this done? The founder clearly and easily shares their purpose for improving the situation. The founder then confirms an understanding of the issue from this prospect's point of view. Wrapping up, the CEO matches their capabilities, supporting the prospect's aspirations.The key takeaway is that when prospects have faith in the founder and the available assistance, their mindset undergoes a significant shift. 'Let's get started' replaces 'I'm not sure.'Our better world needs motivating and trusted business leaders. Step up now and accelerate your impact.