In consultative selling you act as a consultant: you help identify the needs of your client (in this case, your team, boss, or external customers), and then suggest products and solutions that meet those needs.
Consultative selling demands a higher level of trust and credibility than some other sales models. So, it’s a great model to use simply because that foundation of trust is probably already there – if you’re selling an idea to the executive board, your boss, your team, or current clients and customers, you’ve hopefully got a good relationship already in place, and you can use this to your advantage.
Also, because consultative selling focuses on helping your audience (rather than helping yourself to make a “sale”), it’s more natural and intuitive. So it’s easier to use if you’re not a natural salesperson.
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