Consultative selling is an approach that prioritizes open communication and relationships with clients to identify and offer solutions to their unique needs. It is much more focused on the client and not the product being sold at all. A consultative salesperson uses their experience, knowledge, and contacts to find the best solutions to the clients’ problems. They do not make sales but rather identify needs and see where there can be an improvement in the process. Consultative sales training helps a sales professional to learn how to properly apply these principles of selling and networking to their customers. This type of selling involves listening to the client’s needs, discovering the client’s needs, and then finding ways to meet the needs of both parties while providing them with the highest return on investment.
Sales professionals who use a consultative selling technique have in-depth knowledge of the market and what buyers are looking for to help buyers make informed decisions.