The Salesman Dies Compared To The Consultant

Posted on Posted in Mindset


If you think about it, doing business with other people hasn’t really changed much through the years.

Even in spite of all the technology today – computers, the internet, gadgets like the  iPad, iPod, and iTunes, people pretty much have remained the same. Basically we LOVE to connect and to feel important. Gadgets can’t do that. Nope.

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Sure, we may be living longer and getting a “gold watch” when we retire has long past.  Today, there is no more company loyalty and changing jobs several times in ones lifetime is very common these days.

More and more people are starting their own home businesses and having to learn how to run one – which includes “selling” their product or service.

Many business owners seem to put more focus on pushing the product than building relationships which can turn into potential clients.  I was guilty of this years ago when I felt I had to talk about the product first before I even said hello to a potential customer! Wrong approach.

There are human values that have been passed down through generations which are also GOOD business practices. Often these are overlooked. Such as:

caring about people

being interested enough to ask

word of mouth

like attracts like

building relationships

returning a favor to someone who did you one

appreciation and respect

being remembered

saying thank you and welcome


You might even think of a few that aren’t mentioned here.

Business interactions can change if we incorporate these values. You might think of being a “consultant” instead of one who “sells” or pushes product to others, which by the way is a major turn-off.

When I first started my Shaklee  business, I absolutely dreaded “selling” to people. Especially on the internet – in fact it was REALLY challenging because talking to people on the internet, even through “social” media, was very isolating. Trying to connect  with someone was like placing an ad in the newspaper and getting no response.

Yet, when you take a “consultative” stance to help someone by providing solutions to their problems, your product becomes a non-issue. Making the connection first is vital.

Just the other day I helped someone wearing my “consultant” hat. Because I re-framed “selling” to a consultant position, I had a better experience with this potential client, who by the way, became a customer.

What’s that old saying “You catch more flies with honey.” Who ever said that knew what they were talking about. Reaching out to others and listening to them can be a gold mine.

Use yourself as an example … how do YOU like to be approached? Wouldn’t you rather have someone be honestly interested in you and your challenges? Who would you respond to, the person that pushes product, or the one that takes the time to listen, know you, and make suggestions for solutions.

Be a consultant, not a seller. The sales will follow all on their own.

Lesly Federici




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21 thoughts on “The Salesman Dies Compared To The Consultant

  1. Hi Lesly,

    So very true. Many times I’ve been sponsored into an MLM and then just dumped there! Quite depressing.

    Of course the other side of the coin is that when I sponsor someone I always reach out and try to connect with people to ask how I can help them – and it’s VERY rare for people to actually reply.

    I would far rather have a chat with someone beforehand to find out if my business is right for them than for them to join and then decide it’s not what they’re looking for. That does no-one any good.

    Joy – Blogging After Dark

  2. Hey Lesly,

    You are right. Nowadays, people are not treating others as they used to. The modern gadgets have snatched everything from us.

    While starting an online business, we should build the connections, human bonds are always the best.

    Thanks for sharing with us.
    Enjoy the day.

  3. Hats off to You Lesly

    I agree and discovered that when I used the Consultant approach, it always made the difference. When I sell my website development service to most clients, It is more from the point of helping than selling.

    Connection does matter and I see this everyday as I deal with people. Thanks for sharing. Take Care

  4. Great post, Lesly, and so true. I know there is a lot of business that is done online now but it does not mean you have to lose that personal touch and building relationships with people. I love the use of the term ‘consultancy’ and how it made you feel like you weren’t selling. In my offline business (antiques) I find that people often talk about how much business is done on the internet but in my opinion people still want to come in to a shop, touch the item, talk to a real person and build a relationship with them. We do a lot of business and I’m sure we would not do it online.

    Enjoy the journey!

  5. Hi Lesly,
    So true! We are in a business of serving people no matter what… and if we keep this in mind everything should be good.
    Thank you for sharing!

  6. Hi Lydia,
    Great to see you visiting! Oh I had my experiences with network marketing and being sponsored. I hated it. Network Marketing is a very good business model, or else it would not have lasted since the 1950’s, but how it’s done with some people is just annoying and a turn off. So I broke away from some things and decided to go the other way – caring for people and the results they get. It has made such a difference..

  7. Hi BG,
    Wonderful to see you visiting! Building trust is so important in relationships, business or not. We are social beings so feeling the “care” is heartwarming … come visit again and soon BG … keep writing ..

  8. Hi Marquita,,
    It’s always amazing to me how just listening can do so much to improve relationships, business or not. People like to know someone cares enough to isten. My what an interesting background you have! 🙂

  9. Hi Erika,
    Always great to see you visiting! I think treating people with respect is so important. Some of the internet people totally miss this and it works against them .. things have changed over the years for the better I think. But still to many are being taught the wrong way …. so it’s up to us, right? To educate.. 🙂

  10. Hi Lesly ,
    very good article . I see times are changing and the way to deal with people in business as well. I think it is a better way now , knowing the people and building relationship first and not trying only to sell.And it is right your suggestion to look at ourselves, how we want to be treated as a customer.
    Thank you

  11. Well said. Having spent most of my adult working life in ‘sales’ I am probably not the ideal target for anyone attempting to sell, well, anything. 🙂 In fact, I used to be a trainer in the classroom and as well as out in the field and I found one of the biggest challenges most people have is learning to listen and actually hear (and care!) what the other person is saying. Great advice Lesly.

  12. Hello Lesly! Great post my friend! Yeppers it is all about building those relationships, do this right and the money will follow.
    Have a Super Day.
    Thanks for sharing
    Chery :))

  13. Hi Lesly,

    Very profound. All of these character traits are great for connecting with others… and of course we know that when you build rapport like this there is a greater chance of people following your, getting to know you, and then eventually (or even faster) buying from you. People want decency from others and that helps build trust. The tactic of thinking like a consultant is outstanding. It takes the pressure off you thinking about sales and turns it into you helping someone. Great post. Thanks.

  14. Oh, I still blush at the way I was sponsored by some people into a business. The pushiness, the I don’t take no for an answer, and worst of all guilting people into buying from or joining me. Hated every minute of it and that is why I never was good at it. I love supporting people who talk to me like they care if I can use his/her product. Love this post gives a person a lot to consider. Conscious marketing that is what I like.

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