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The Salesman vs. The Professional

Image Credits by Flickr user  urbaneapts I recently went to the showroom of ' Sleek ' - a modular kitchen furnishing company. I and my wife were discussing the various options for fitments to be bought when we came to the point of discussing the Chimney. Both me and my wife were sold out on buying a Chimney, but the salesperson asked us if we were non-vegetarian and whether our apartment had a window in front of the stove - the answer to the former being no and the latter being yes. To my surprise, the salesperson suggested we do not buy the Chimney because we will have little use for it. The salesperson knew she was reducing the ticket size of her sale by almost 10% and this was not a discount to make the sale, the discount was to come after this. The experience reminded me of how we work in consulting - there are times when we tell our clients that they are not ready for a particular initiative or a new software implementation, even though these initiatives would fetch