An End to Price Wars?
How to never get undercut again by being a "consultative seller"
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Felber suggested billing per job, rather than by the hour. "When you do it by the hour, the client always thinks you're nickel and diming them," he said.
10. Protect Your Ideas With a Contract, if Necessary
A downside to consultative selling is if you're not careful, your ideas can get stolen. A client or prospect may be mining you for ideas only to turn and take them to a lower bidder. There are, however, some steps you can take to protect yourself.
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Michael Cornnell
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