Consultants are listened to. Sales reps are avoided unless needed. Consultants are considered a valuable resource. Sales reps must prove themselves on every sale. Consultants are problem-solvers.
Sales Reps tell about their product.
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.