Outside consultant: Selling a product vs. a service

  • Updated: June 23, 2013 - 3:03 PM

Question: Our small St. Paul-based company, Leading Edge Coaching & Development, has been successful in the business of training and development for the past 10 years. We have made our money by teaching in-person classes. We have been building an online learning system and now we will have a product to sell, not just a service. What are the most important factors in successfully selling a product vs. a ­service?

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