Consultative selling cannot survive in a transactional selling environment. If your sales environment is a high volume and high close above all else, consultative selling will never stick in your business.
Consider this, your sales ambassador attends a training where they’re told: Focus on the client. Put your pitch aside; listen to the client. Find out what your client truly desires. Define how best to build that relationship for the long-term. The sales ambassador learns skills to ask better questions, get deeper understanding, and demonstrate more value to their clients.
Then the ambassador arrives back at their workplace. There’s a high value enquiry in progress. What does their manager focus on? “When are you going to close it, and how much is it going to be?”.
If the manager doesn’t focus on the value to the customer, neither will the sales ambassador. And that is why consultative selling fails in 80% of cases.