Selling Consulting – On Time On Budget or Die!
August 16, 2009
Selling Consulting – On Time On Budget or Die!
Selling consulting requires you to convince somebody that you can accomplish a specific goal within a specific time frame for a specific amount of money. It’s a difficult thing to sell to someone who’s never done business with you before. It is IMPOSSIBLE to sell to someone you’ve done business with and failed to deliver on time and on budget. In this episode of the SalesRoundup Joe and Mike discuss why not meeting the client’s expectations when selling consulting is the kiss of death for a sales person and what you need to do to make sure that doesn’t happen.
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This week Guest Interview is MIKE SCHULTZ president of the Wellesley Hills group and the author of Professional Services Marketing. www.raintoday.com
This week’s post on the SalesActionPlan Blog:
The single biggest mistake
sales managers make
Like all people, sales managers are often susceptible to the lure of universal solutions. One of the most common of these false solutions is the “God’s Gift” syndrome. If you are a sales manager, this is the type of thing that you want to avoid. If you’re a sales associate, you’ve probably had to work under a manager who has made this mistake in the past. Read more about Sales Managers Mistakes
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