Stop giving away free consulting

Free consulting is where you give a prospect all your answers and knowledge before qualifying them as a potential client.

If you want to sell more the advice given will help. (Sandler sales training inspired)

I know it feels good to unload all your knowledge on someone. You feel intelligent and you feel that you are busy.

You can even justify this by saying well there is “the law of reciprocation” in that if I help them they will just want to do business with me.

This isn’t the case.

Help others by all means but don’t expect anything in return.

If you want to win new clients respect your time and respect your knowledge.

First, understand if the prospect has a problem that you are indeed able to solve.

There is no point spouting possible solutions unless you know that your solution is relevant.

It’s a waste of time for the prospect and you.

So next time you are on a Zoom call.

Hold off on your fancy presentation. Instead, take the time to learn about your prospect.

You don’t do this as a sales gimmick.. you do it because you really need to know if your company can solve their problem.

It’s as simple as that.