Consultative selling is an approach to sales which emphasizes talking with clients at length to determine their needs and requirements before proposing a product or service; it means that the salesperson becomes a consultant to the prospective buyer rather than merely pushing a particular solution.
The benefits of this approach include:
• It allows a salesperson to serve the customer’s needs and interests rather than simply pushing a pre-determined product or service.
• The customer explains their needs in detail enabling the salesperson to propose the best solution possible.
• Salespeople can build their business more effectively by better meeting customer needs.
• Establishes a sense of trust between salesperson and customer because they go out of their way to help them address their particular needs.
While consultative selling may require a greater investment in time and effort before a sale can be made it transforms the seller into a trusted solution provider that is likely to result in additional sales in the future as a result of the relationship that has been established.
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