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Easier to explain what a salesperson does to a consultant than to explain what a consultant does to a salesperson
Selling is an art that not everyone can master
I think the selling tactics come with experience. If you've worked enough engagements you start getting a good idea of what it takes to get clients to bite on new projects.
Yeah but that wasn't the question. Also as long as you can sell you don't need to do any consulting to be successful