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If you approach a prospect as a sales person, or vender, with a program or service to sell, you will be seen as a commodity. The prospect will focus on price comparisons and decide whether your particular alternative is needed and appropriate under current conditions. You are trying to respond to prospect desires and “wants.”

If you approach a prospect as an expert with valuable advice to offer, you will be seen as a possible partner. The prospect will focus on a potential improved condition and you will both determine the best mode of conveyance for that prospect. You are trying to identify valuable and unrealized needs.

Your choice. Are you selling stuff  to improve your revenues or offering expertise to improve the client’s condition?

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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