You’re Not a Performing Seal →

Alan Weiss writes:

A great many consultants completely miss opportunities to solidify relationships and close business because they aren’t “in the moment.” Instead of engaging in a conversation with a peer (the buyer) they are trying to anticipate what the other person is going to say so that they have the “perfect” response—as a subordinate to a superior. They want to get a high mark on the test.

I must admit: I’ve had to fight this urge my entire consulting career. I have little doubt that “impostor syndrome” correlates closely with this feeling.