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Ahmad Munawar / November 1, 2019

Sales vs. Delivery

The prospect doesn’t WANT you to solve problems on the sales call. 

Did you know that?

It’s a mistake that kills sales conversations stone dead.

No money changes hands.

No deals are struck.

Nobody leaves happy.

For a couple of reasons:

First, how much problem solving can you really do on an hour-long call? A good consulting package can take weeks or months to fulfill.

Second, they aren’t equipped to handle it. They came to find out more information, not for you to give them a bunch of advice all at once.

Here’s the point:

There’s a time for DELIVERY.

And there’s a time for SALES.

They’re separate.

As consultants, our tendency is to switch to “delivery” mode, almost by default.

We’re smart.

We solve problems.

We have a lot to offer.

But it’s the wrong move.

Here’s what to do instead:

Sales vs. DeliveryAhmad Munawar
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Filed Under: Marketing Out Loud · Daily Marketing Tips for Consultants & Service Providers

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