The Obstacles of Selling Services: If I’m supposed to know everything, then how come I don’t know how to sell?
Tom McMakin and I met last week with our publisher and nailed down a title for the book: Selling Consulting and Professional Services: Understanding and Influencing The Client's Buying Journey. Our book is divided into 4 parts. The first part lays out the 'problem' or obstacles we face in selling consulting and professional services. In [...]