Consultative Selling: 7 Ways to Win Deals With Consultative Sales
It might sound like a no-brainer, but it’s still worth noting: customers don’t want to be sold to, they want to be understood. It’s why pushy pitches and cheap gimmicks fall short with many consumers.
But if you’re a salesperson looking to connect with your customers and build long-lasting relationships, consultative selling could be the right approach.
Let’s explore the concept further, review its core principles, walk through the selling process, and see an example of it in practice.
Table of Contents
What is consultative selling?
Consultative Selling Principles
Consultative Selling vs. Solution Selling
The Consultative Selling Process
The Consultative Selling Example
Consultative selling is an approach that focuses on creating value and trust with a prospect and exploring their needs before offering a solution. The salesperson’s first objective is building a relationship; their second is providing the right product.