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This indepth guide to mastering consultative selling takes a deep dive into the following. Read on for a clear and concise definition of consultative selling. Some examples of consultative selling and how to use it to drive more sales. Pressing play on the video above will set up the third party. Please read our policy for more information. What is Consultative Selling Consultative selling is defined as putting your relationship with your customers first before you think about selling them your product. Consultative selling essentially means focusing on your customers’ needs and their biggest pain points before you consider offering a product or service as a solution.

This builds a trusting customer relationship that can help you close deals and gain repeat business even if straight to the point. The History of Consultative Sales But consultative sales methods have been around longer than you might think. It first appeared as a sales technique in the 1990s in the book "Consultative Selling, Highly Profitable and High-Level Sales Formula" and slowly gained traction in the sales industry. Yet consultative selling is considered a lengthy Email Marketing List process rather than a way to build strategic relationships. It’s hard for sales reps to see the value in trying to build meaningful relationships with customers. So this approach gets lost in the sea of aggressive sales tactics. But if you take a step back and think about consultative selling it makes sense.




It helps sales reps qualify prospects faster while tailoring product solutions to meet their specific needs. Not to mention reducing customer churn in the long run. Why consultative selling works This sentence cannot be overstated. Sales is all about building relationships. So it's logical to use a sales process that values a trusted relationship with the customer rather than a quick sale. The shocking reality is that customers are losing touch with their companies. A study by found that customers are increasingly skeptical of the information sales reps provide them. This lack of trust leads to low purchasing confidence. To solve this problem sales reps need to enhance the customer's perception of them. This comes down to whether or not they believe I'm trying to sell them something that will actually solve their problem.