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 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.
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: