Has this happened to you? You work with the customer and develop the perfect solution, then they go with a cheaper competitor? Paul provides insights and ideas to help prevent this but to also resurrect that sale. Show Notes Set the expectation early that you are NOT in the free consulting business by securing a “micro commitment.” Call higher in the organization. Get buy-in from that high-level decision maker to avoid this free-consulting scenario.  Maintain a full pipeline of opportunities. This mitigates the need to maintain a relationship with these demanding prospects. Think about this: if the customer goes with your competitor after you’ve provided pre-sale consulting, perhaps you’re not communicating the post-sale value of your solution. Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.