How to Get a Client to Delay a Project Till You Are Available

Posted on Jul 21, 2015 · No Comments

If you do good consulting work, a client or prospect may want you to start on a new project right away even if you're already booked. Here's how to get them to delay the start date until you are available and make them feel good about the decision.

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How to Handle Prospects Who Want Free IT Consulting Advice

Posted on Jul 07, 2015 · 1 Comment

Someone asks to pick your brain over coffee. Then they grill you with so many in-depth questions that it turns into an impromptu advising session. Read these creative responses so you don't give away too much of your valuable knowledge for free.

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8 Body Gestures to Watch in Your Next Sales Meeting

Posted on Jun 29, 2015 · No Comments

What a prospect says may be different than what they are thinking. Some people keep a poker face as a negotiating technique, while others may be trying to politely hide their disinterest. Learn some of the common body gestures that may suggest what is actually on someone's mind.

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The Best Response to "Do you do... ?"

Posted on Jun 02, 2015 · No Comments

When a prospect asks "Do you do XYZ?" don't say "yes" followed by a list of your services. Instead, use this response to get the prospect to reveal more about what they need and how you can help them.

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5 Rookie Mistakes in Sales Email Messages

Posted on Apr 23, 2015 · No Comments

Emails to follow up with prospects are an important part of an effective sales process. Make sure you are not creating a poor impression that is affecting your close rate. Learn some of the most common mistakes and how to fix them.

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