It seems like most sales opportunities start out as product sales.  We’ve become dependent on lead sharing, referrals, and opportunities already in process.  It is extremely difficult to move from this type of selling to that of creating business opportunities from nothing, however, the latter deals lead to more high-end business, architectural sales, assessments, and advisory work, which in turn drive more product at higher margins.  Business creators quickly become business advisers, and once that happens, it becomes hard to lose a client.  The value is no longer a “price thing”.

© 2010, David Stelzl