“Consultative selling is an open and honest conversation with your client. It focuses on their challenges and how you and your product or service may be able to solve those challenges.”
Good news. Not only does consultative selling benefit your business, it benefits the customer too. Results are greater using a consultative approach because the customer is engaged, feels included in the sale and makes a decision to buy from you because you’ve demonstrated understanding of their needs. The customer’s pain points, needs and challenges are not just considered, but adequately solved.
The well-known sales catchphrase “always be closing’ is out-dated. Your customer is much more savvy than is often given credit for. They’ve researched your products and services, made comparisons between providers, asked their friends, considered the cost and now they’ve come to you for the final stages of their purchase. The last thing you want to do is be too pushy, or show a lack of understanding.