Eliminate Unpaid Consulting
Prospects want your information and expertise. Prospects have been trained by the vast majority of sales people to feel entitled to your valuable information. Most sales people are comfortable in coughing up their expertise for free. However, when the orders don’t come and the prospect has shopped your information to your competitor, the sales person has fallen victim to unpaid consulting. Before giving information, ask good questions: What does the prospect want? What is the urgency? What are the consequences of not buying anything? What is the decision making process? These are questions that, “Eliminate Unpaid Consulting”.

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