Are You A Consultant Or A Salesperson?

The consultant follows a values based system to approach a specific niche market on mass by first securing a data base. The consultant then conducts ten interviews within the niche market asking the prospects within the niche market; What are the three biggest improvements that the prospect wants to make to their financial plan and What are the three biggest challenges that the prospect is experiencing with their financial plan. The consultant documents values based solutions to the improvements and challenges and shares them with the ten interviewees. The consultant asks the prospect; Based on what I have shared with you about the improvements that you want to make and challenges that you are experiencing, do I strike you as someone that you could work with? The same values based solutions are shared with the rest of the data base that they have secured via direct mail letters, e-mails and post cards. The consultant then starts calling the data base to set up appointments after time has passed to allow the values based direct mail letters, e-mails and post cards to demonstrate value.

The salesperson calls anyone and everyone to get the salesperson’s needs met which has little to do with adding value to the client.