If you can propose a technical solution, you already know how to sell

Salesforce peeps transitioning to consulting: you know that thing where someone tells you their business goal and you propose a technical solution? That's sales.

More importantly, that's ethical sales: selling people what they actually need, knowing that you can deliver (I'm giving you the benefit of the doubt, dear reader).

Many people transitioning from employee to consultant undersell themselves on this point. In my 13 years at my last solopreneur firm, I had no explicit sales experience and never spent a dime on marketing. Clients came to me mostly through referrals, and I'd convince them of the fit by discussing their business with them, asking the right questions, and proposing a solution bespoke to their needs.

I.e., what you likely do on a regular basis as an employee. Build rapport, speak to your experience, do the sales-y things, but when it comes to custom software builds, it's active listening that will clinch the deal every time.

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I'm Jessie Grenfell, CEO & Principal Architect of Codality and delighted to be back to using my active listening skills to architect elegant, cutting-edge solutions for my clients.

#Salesforce #Consulting #AIArchitecture #BusinessDevelopment #ActiveListening