Stop consulting for free

Stop consulting for free - http://blogs.bnet.com Avatar Posted by ArmadaIG under Sales
From http://blogs.bnet.com 4933 days ago
Made Hot by: on April 25, 2008 1:25 am
Selling B2B is “consultative,” but there's a point where you need to turn the meter on.

The concept of “consultative” selling is that the sales professional should be adding value from the very start of the customer relationship. However, if that concept is taken too literally, you can end up providing free services to a prospect that never intends to buy.

This is particularly true when small companies are selling to large companies. People inside large companies often have only the vaguest notion of how businesses work. They think that budget dollars fall magically down the management chain and that everybody gets paid, whether work gets done or not.

When sales professionals from small companies sell to such behemoths, they're often asked to spend an enormous amount of time and effort to develop the customer relationship. In the worst cases, they're asked to provide entirely free services, even when the behemoth has no real intention of buying.

In fact, cynical corporate bureaucrats actually consider free labor from hopeful sales professionals as a viable cost-savings measure.





Comments


Written by TerryJackson
4928 days ago

I've never minded giving a away a little free advice just to 'wow' my prospects, but that whole thing about 'cynical corporate bureaucrats actually consider free labor from hopeful sales professionals as a viable cost-savings measure' just pisses me off! I guess I'll need to get a better feel for what kind of prospect I'm talking to in the future.



Written by Aaronontheweb
4931 days ago

Great article - lots of good examples in there. I myself have "given out advice for free" on one too many occasions. I guess I shouldn't let my eagerness override my sense of propriety.



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