Should salespeople be willing to give free advice to their clients? Does free consulting lead to increased sales and profitability or is it a waste of time?
"Those are the questions Landy Chase, author of "Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time," poses in this article about selling and being an "unpaid consultant," which Chase encourages.
"I was recently reminded of this when I was asked to participate in a phone conference involving one of my clients. The company had a number of their senior executives together for a meeting, and they asked me if I would be willing to join their group for a teleconference during my lunch hour"
"Here’s the “catch”, if you prefer to think of it that way: there was no offer of payment for my time; this was “free work” in the form of giving advice. Yes, I was being asked to be the Unpaid Consultant. And, as always, I welcomed the opportunity"
Read the complete article at Business Know How.
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