Don’t Sell… Consult

You run your own business.  You wear a lot of hats.

One of the most important – and most uncomfortable – for many small business owners is that of EVP of Sales (one of your new titles).

This HBR article shows how knowing your target market is key to your selling success (something my clients learn to master).

You will usually know much more about a prospect’s problem than he/she does because you’ve been there many times before.

Your experience allows you to start building trust in the first sales meeting.  Rather than sell, you will consult.  The sale will naturally follow.



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