second visit is to an old mansion undergoing a full renovation. The garden has not been tended for years and is overgrown. Remains of an old wooden fence, hardly visible in places, separate the garden from neighbouring woodland. The gardener eagerly recommends a new fence to the client to cover the entire perimeter. ‘Yes, agrees the client. You are quite right. Deer stray in from the woodland and eat anything that we try to grow here’. Once again a deal is closed.
Consulting and selling are different things. They have different objectives or agendas, although many people and organizations are required to do both. The objective of consulting is to help the client, acting in the client's best interest. The objective of selling is to persuade the client to buy your product or service and to do whatever you can to make a deal. A car dealer will try to sell you a vehicle from his brand at a premium price, even if he knows that another vehicle from a competing brand would provide what you need for less money. His agenda is not to advise and act in your best interest, but to make a sale.
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