Be a Consultant = Lose the Sale.

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  teamfunding10/24/07 Report as spam
  1

  Please respond

  This article is outstanding and reflects exactly what 'Helping Customers Realize their Business Dreams" means. We would like to get in touch with the writer of the article please for usage permission.
  
  Regards
  Ronel Uys

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  loricooley10/24/07 Report as spam
  2

  Excellent!

  Completely agreed on all points! GREAT article!

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  ashermathew10/24/07 Report as spam
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  Great Advice for new sales people

  This is very good for new sales people that try to act like consultants thinking they are better helping the customer.

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  mdatkins10/31/07 Report as spam
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  RE: Be a Consultant = Lose the Sale.

  Getting your sales teams to position themselves in this light also forces them to learn how their "outsourced product/service" fits within their prospects business, thus requiring them to research "who" their selling. Too many times reps focus only on what they're selling and not the customer's business need/compelling business reason to "outsource" to you.
  
  Good stuff.
  
  mdatkins

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  Fonix04/11/08 Report as spam
  5

  RE: Be a Consultant = Lose the Sale.

  What if your in the industry of providing intellectual knowledge/consulting and thats what your trying to sell? I know consulting is a terribel word hence we use the word growth support. With the economy down, we are stirring up new business. We have ran into a problem though. The customer is not educated enought to undstand our service saves them money in the long term, not the short term. We used to be involved in managing client employees and projects, but the problem with that is all your resources are spent on the customer and not true business growth. Whats even harder in my situation is my boss is my product, a consultant! Any advice?