Yea or nay? Should salespeople provide consulting ahead of the sale?

Lightning Round:  10 Ways to Increase Your Value with the Customer Before the Sale

Question:   Dianna from St. Louis asks, “I have two big customers I’m trying to close, but both of them keep asking me for more information. I feel like they’re just trying to take advantage of my industry knowledge.  Where do I draw the line?  What we sell is equipment, we don’t even consulting services!"

 

Book:   Trillion Dollar Coach by Eric Schmidt, Jonathan Rsoenberg and Alan Eagle