Probably the most common mistake consultants make in sales…
Doesn’t have to do with the script or the technique or anything like that.
It’s a mindset issue.
A lot of consultants, if they haven’t been around sales a lot, think of it as something you DO to a prospect — that if they just say the right words and handle all the objections then the prospect will be magically coerced to buy.
So then they think sales are unethical or something… so they don’t generate sales opportunities… so growth stalls.
When in fact, the truth is quite the opposite: