How One Consultant Fixed Her Sales Process

Most consultants know what they should do in sales—but knowing and doing are two different things. In this episode, I break down the three critical shifts one client made that transformed her sales process from rushed and inconsistent to intentional and effective.She went from giving away prices in DMs to qualifying prospects properly. From hoping every call would close to trusting that not everyone is ready to buy. From skipping visibility to understanding it's just the entry point of a longer process.The real breakthrough? Moving from intellectual understanding to actual integration—where these principles become second nature, not something you have to force yourself to remember.I also reveal why consultants who've built their business on referrals often crash and burn when they start marketing to cold audiences. (Hint: You're treating a microwave like an oven.)If you're getting leads but they're ghosting you, or you're not sure what to say and when to say it, this episode shows you exactly what needs to shift.Key Takeaways:Why sales is a process, not a single action (and what that actually means in practice)The "right fit and ready" framework for qualifying prospectsHow to slow down without losing momentumThe ALEC framework: Awareness, Learning, Engaging, ConversionCelina Guerrero, HostCelina Guerrero is a sales and LinkedIn coach. She helps consultants and boutique firms connect with high-quality leads, partners and prospects that become clients.She has generated millions in revenue as a professional sales executive and marketer.Want to learn how to work with her?Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/Learn about her programs on her website at https://www.connectandco.coSign up for the CONNECT newsletter at http://connectandco.co/newsletterEmail her at [email protected]