We all have a natural fear of being sold. Accept it and stop trying. You are a consultant. Focus on asking the right questions to determine what your customers needs and priorities are. It is impossible to help anyone without knowing 3 key answers:
1.) What are you trying to accomplish?
2.) Why have you chosen to do it now?
3.) By when do you need to have it done?
Without each of these answers, it is impossible to provide solutions to our customers and with this knowledge it is impossible to be seen as selling them anything! With these answers you are equipt to devise a plan of action that addresses their goals.
What's your most effective question?
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