You know what the definition of a consultant is? Someone who will take your watch and tell you what time it is. I remember when I was in the radio business...almost every single station consultant was an out of work Program Director. It never made any sense to me that you would hire someone to tell you how to program your radio station when they didn't have a job doing it themselves.
It's the same story in sales...most "consultants" are out of work salespeople. Seriously! If you are that great of a salesperson...why aren't you selling for a company???? You could do the "consulting" work on the side...nights and weekends.
I think I have found the most galling example of "consultants gone bad." Ever since I joined Linkedin I have seen this ad off to the side called "Never Cold Call Again." I knew it was some huckster trying to peddle his snake oil. Tonight I got bored clicked over to the site. The guy admits he has been fired from several sales jobs!!
Not only does he advocate not cold calling...because it demeans you in the eyes of prospects but he also suggests persistence means you are desperate! WTF? All this insight from a guy who has failed repeatedly. Wow!
Just so you don't think advocating cold calling is my opinion only, here is a recently article from Inc. Magazine on how important cold calling can be to a business. Remember, cold calling is NOT about selling over the phone, but instead uncovering needs that your product or service might help.
Finally, here's my take on consultants. I think most are well meaning scam artists. They are trying to earn a living offering advice that didn't work for them in their career. Obviously you can learn from others...that is why I advised people to go out and talk to people who are currently doing what you want to do. If you want to become a salesperson...take one to lunch. If you want to get into Human Resources, buy a HR Director breakfast or meet for coffee. This knowledge will only cost you a few bucks and you'll learn from the real pros...not someone who couldn't make it themselves.
Happy Selling!
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