How to Better You’re your Services You Can Lead a Horse to Water, but You Can't Make Him Sell... or Can You? The Too 'Salesy' Paradox: Why Firms Can't Sell (and What to Do About It) Services Selling: 'I Didn't Raise You to Be a Salesman!'

I'm always amazed when consultants tell me that they don't like (or want) to sell. Some seem to think that the whole sales thing is completely beneath them. Then there are others who say they aren't good at selling. My reaction to both views is, you're kidding, right?

Both of these perspectives miss the point: consultants, just by virtue of their profession, can and should be top-performing sellers.

The topic of selling services evokes a whole range of emotions. Some consultants love selling their services and themselves. For them, every part of the sales process offers a thrilling challenge, whether it's nailing down the problem, offering a solution, or negotiating the final arrangements for the work.

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