Jun 7, 2022
Yea or nay? Should salespeople provide consulting ahead of the sale?
Lightning Round: 10 Ways to Increase Your Value with the Customer Before the Sale
Question: Dianna from St. Louis asks, “I have two big customers I’m trying to close, but both of them keep asking me for more information. I feel like they’re just trying to take advantage of my industry knowledge. Where do I draw the line? What we sell is equipment, we don’t even consulting services!"
Book: Trillion Dollar Coach by Eric Schmidt, Jonathan Rsoenberg and Alan Eagle