Why Even Hot Prospects Give Consultants A Cold Shoulder When They Behave Like Salespeople

If there is one clear indication that traditional prospecting and sales practices are on their way to extinction, it’s the fact that even the Mormon Church has recently changed its approach and stopped going door-to-door to find new disciples.

According to the Huffington Post, Mormon missionaries have started changing their approaches from door-knocking to social media. The prediction is that in a few years Mormon missionaries will be busy typing messages to Facebook platforms on their iPods in order to find new disciples.

Then what is the logic that many boutique consulting firms and solo consultants still try to attract new clients by behaving like salespeople?

Although they desperately want to shed the salesperson image, when push comes to shove, old habits are far too hard to kick, and many consultants fall back into the typical used car salesman “Give me an offer and I’ll give you a deal” mode.

But not everyone.

It largely depends on what type of salesperson the consultant is. And this is what we discuss this month's brain-fryingly exhilarating episode of Commando Consulting, entitled, Why Even Hot Prospects Give Consultants A Cold Shoulder When They Behave Like Salespeople.

Enjoy!