What Is Consultative Selling?

What Is Consultative Selling?

Consultative selling refers to a sales approach that prioritizes creating a relationship with the customer and undertaking an open dialogue with them about their needs rather than emphasizing the benefits of a particular product; the technique involves focusing on the customer rather than making a sales pitch. The method helps salespeople to better understand the challenges and needs of their customers so that they can position their products and solutions in a more effective and compelling manner.

This technique is aimed at enabling sales professionals to differentiate their solutions based on customers needs and provides a consistent, repeatable method for conducting sales conversations. The framework for this process is broken down into six steps: preparing, connecting, understanding, recommending, committing and acting on the customer’s requirements. The guiding philosophy of this approach to selling is that the salesperson has am authentic curiosity about, and desire to understand, a customer’s needs.