Everyone will have a different take on this, but this mindset shift has been super helpful to me.
Salespeople go out into the wider world, find people with needs, then attempt to build trust and close the deal.
Consultants stay in touch with a pre-determined group of people who WILL need their services at some point, bring consistent value and build trust with them over time.
THEN they identify those with needs and make it easy to take the next steps toward working together.
It’s rare to find people who can switch between those two mindsets, and it definitely doesn’t come naturally to me.
My current opinion is that the most successful entrepreneurs can switch between those two mindsets at will depending on the needs of their business.
If I can build that skill – that ability to switch between a sales and consulting mindset – I’ll be able to build successful businesses for the rest of my life.