SaaS salespeople should adopt a consultative approach to selling, focusing on providing value to their customers rather than making hard sells. This involves taking the time to understand the prospect's business and identifying ways in which the product can improve it. By doing so, sales reps can raise their credibility with prospects and provide tailored recommendations that meet their specific needs. SaaS salespeople should also avoid overselling and instead use product weaknesses as an opportunity to highlight the strengths of their offering. Ultimately, the goal is to provide value to the prospect, which will lead to increased trust and advocacy for the product.