One of the biggest differences between consultants who can really effectively sell their services…
And those who CANNOT…
Is that they wear the “consulting hat” all the time.
A lot of times they’ll approach the sales call like it’s a consulting call.
And that’s one of the greatest ways to instill DOUBT in the mind of the prospect.
They don’t need your knowledge (yet).
They need to trust you.
The need to know you’re an expert.
But they don’t need the full force of your subject matter expertise yet.
#marketing #consulting #business #success