Consultants ask deep probing questions. Sales reps ask forced questions. Consultants are friends, mentors and advisors. Sales reps want to make the sale. Consultants offer real-world solutions that make sense to the customer.
Sales reps try to close the sale.
Consultants are high paid professionals. Sales reps just earn commissions. Consultants want to know more about helping. Sales reps want to know more about closing. Becoming a consultative seller is not achieved overnight.