Consultative Selling

Consultative Selling

Consultative selling is a sales approach that prioritizes relationships and open dialogue to identify and provide solutions to a customer’s needs. It is hyper focused on the customer, rather than the product being sold. … Consultative selling skills help sales professionals position differentiated, compelling solutions.

Benefits of Consultative Selling

Converts many Nos into conversations

Makes the salesperson engage in to conversations with prospects

Makes the prospect understand the solution

The prospect is able to understand the benefits of the solutions

Price becomes less important

The team will be able to get more leads and will be able to convert more prospects

Makes the prospect understand the pain point

The prospect realizes that they have a pain

Focus more on creating value

The focus shifts to value and the time to realize the ben

Our Process

Consultative selling is a sales approach that prioritizes relationships and open dialogue to identify and provide solutions to a customer’s needs. It is hyper focused on the customer, rather than the product being sold. … Consultative selling skills help sales professionals position differentiated, compelling solutions.

Converts many Nos into conversations

  • Talk to Customers on Their Terms.
  • Ask for Feedback. …
  • Nurture through Conversation. …
  • Don’t Just Convert, Converse.
Convert Nos into Yes

Focus more on creating value

  • Balance questions with insights.
  • Build knowledge-based trust.
  • Keep it conversational and genuine.
  • Take ownership of the conversation.
Focus on creating value

Makes the prospect understand the pain point

  •   Survey Customers with the Right Questions
  •   Get your Sales Team Talking
  •   Check Out Online Reviews
  •   Take a Look at Your Competitors
Make prospect understand pain point

Price becomes less important

  • Only when the buyer “jumps in” and uses the product or service do they experience real value.
  • So, the minimum price to have a viable business is to provide real value.
  • Without that, there will be no repeat business,
  • And nor referral business, and soon the company will be out of business.
Price becomes less important (1)

 

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Blogs on Consultative Selling

Read more on blogs on Consultative Selling get more insights

Consultative Selling Stages

Buyers have a point of view and Sellers have a point of view. Buyers have pressure to buy a solution to solve a business pain point.

Needs Analysis

As a salesperson, we always take pride in giving solutions. However, many times, we have looked at giving solutions from one way – our way

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