176: Preventative selling

But isn’t selling about engaging, not preventing?

Not always:

  • Preventing the wrong decision: denying the purchase of the wrong piece of work shows you have their best interests at heart, not their wallet.
  • Preventing misuse of your team’s work: guiding customers away from bad practice increases can increase their respect for your work.
  • Preventing the wrong timing: being on-demand may be convenient, but if it’s not right for your team’s work, forgoing it can increase demand.

Preventative selling prevents mistakes, misuse, and dilution.

Is your team ‘enabling’ when you should be ‘preventing’?

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