A Tale of Two Consultants – by Ahmad Munawar
Let’s call one of them Jim.
And we’ll call the other one Andy.
Say I’m talking to Andy first.
And he’s telling me good things.
Things that are honestly a little TOO good.
Which makes me think he isn’t being completely honest.
So I’m nervous… I don’t fully trust him.
And then, when we go a little further on the call…
Suddenly Andy says something that I KNOW to be untrue.
That’s a major red flag.
He’s just saying little half-truths and things he thinks I want to hear because:
He needs the money and wants the sale
He’s trying to build a relationship (the wrong way)
He has an overarching need to be liked
Every single one of these is going to drive me away.
So I hang up the phone and call Jim.
And eventually, I end up buying from Jim.
Not because I like him.
Not because we have a good rapport.
Here’s the real reason;