248. The Anti-Pitch: How to Sell Consulting Without Selling

2025-12-11

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If your consulting prospects aren’t turning into paid work, it’s not because your pitch needs work.Pitching, or thinking you need to pitch, is the real problem.This episode breaks down the “Anti-Pitch” consulting sales approach, a simple conversation structure that helps you convert high-value consulting engagements without selling, convincing, or performing. No pitch decks. No sales presentations. Just a process that positions you as the advisor clients want to engage.If your discovery calls feel like job inte...

If your consulting prospects aren’t turning into paid work, it’s not because your pitch needs work.

Pitching, or thinking you need to pitch, is the real problem.

This episode breaks down the “Anti-Pitch” consulting sales approach, a simple conversation structure that helps you convert high-value consulting engagements without selling, convincing, or performing.

No pitch decks. No sales presentations. Just a process that positions you as the advisor clients want to engage.

If your discovery calls feel like job interviews or you catch yourself trying to prove your value, this episode shows you how to shift into a process that helps clients understand the real problem, the impact, and the best path forward. When you run a conversation this way, clients experience your value, and don’t need it to be explained.

What you will learn in this episode:
[04:50] Why refining your pitch often works against you
[10:40] The common helpful move that unintentionally breaks trust
[18:10] The four part Anti-Pitch framework
[25:45] How to co create a solution with the client
[30:00] How to guide decisions without pushing or chasing
[35:00] How this approach shortens your sales cycle and improves your win rate

Listen to Episode 248 to start leading consulting conversations that convert while strengthening your confidence, clarity, and positioning.

Mentioned Resources

Companion Resource: www.icpricing.com
Full Show Notes: https://shownotes.melisaliberman.com/episode-248
Melisa’s Books, Planners & Journals: https://linktr.ee/melisaliberman
Related Podcast Episode: ️Episode 149 - Pitching Your Consulting Services, https://shownotes.melisaliberman.com/episode-149-pitching-your-consulting-services/#more-1901
Mentioned in this Episode:Join the waitlist for the 2026 Lead Gen Sprint, http://www.consultantsprint.com/

If you want a predictable pipeline in 2026, I’m hosting a live training to show you how to create steady consulting opportunities, even when you’re busy delivering. You can choose from two dates, January 13 or January 15. There are no replays.

Go to ICworkshop.info to grab your spot.

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

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