Let's be clear on one thing: consulting and selling are two entirely different things. You shouldn't consult to sell -- you should sell to consult.

If you do it the other way or if you confuse the two as one activity, you not only end up giving away your value for free, but you also put yourself in a weak position for negotiation.

This article, from Integrated Mar.com (the Canadian publisher of IT news like eChannelline), provides some solid advice on dealing from a position of strength in the sales process.

Read the rest of the article here