As sales professionals we all possess various experience or expertise regarding the products or services we offer. How many believe the product or service you offer would add value to your prospect? Do you think your prospect would like your experience and expertise? Of course! Do they want to pay for it? Not always.

There is no question prospects want your information and expertise. The challenge is, most prospects have been trained by the vast majority of salespeople to feel entitled to your valuable information. Many salespeople are comfortable coughing up their expertise for free. However, when the orders don’t come and the prospect has shopped your information to your competitor, the salesperson 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 their budget? What is the decision making process? Eliminate unpaid consulting by not giving your experience and expertise away without getting paid. Remember, “Eliminate Unpaid Consulting” or your prospects will be in control of how you sell. Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.

P.S. Look for your invitation to our Holiday Open House at our new location, December 10th.

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