What is Consultative Selling?
Consultative Selling is an approach to selling in which the customer’s needs are used as the basis for the sales dialogue. Here, the sales person learns about customer needs before talking about products or services.
Product knowledge is transformed into a tailored solution when delivered and positioned based on the client’s needs and language. With Consultative Selling, the client’s needs come first. Needs are identified through a combination of preparation and effective drilling-down into client answers.
Consultative Selling takes the hard edge from selling and replaces it with a strong, but flexible edge that custom fits the client’s needs.