But, if you're a salesperson looking to connect with your customers and build lasting relationships, consultative selling might be the right approach.
Let's explore the concept further, review its basic principles, analyze the sales process, and look at a practical example.
Consultative selling is an approach that focuses on building value and trust women database with a potential customer and exploring their needs before offering a solution. The salesperson’s first goal is to build a relationship; the second is to offer the right product.
Picture this: You walk into a store looking to buy a new pair of shoes. As soon as you step inside, a salesperson approaches you and starts pitching you the latest collection of shoes without even asking you what you’re looking for. Overwhelmed and frustrated, you walk out of the store without buying anything.
Now imagine the opposite: You walk into a store and a salesperson greets you warmly and asks you about your preferences, what kind of shoes you need, and if you have any specific requirements. They listen attentively and then provide you with a few options that meet your criteria. As you walk to the cash register, you feel confident that you’re making the right purchase.
This is the power of consultative selling.
Rather than simply pitching a product or service, consultative selling seeks to understand the prospect's situation, goals, and challenges in order to provide a customized solution that meets their needs.
One of the key benefits of consultative selling is that it helps build trust and credibility with the lead. By taking the time to understand their unique needs and providing thoughtful solutions, they are more likely to view the salesperson as a trusted advisor rather than someone trying to push you to sell something.
Putting this strategy into action requires 7 key principles.
Principles of consultative sales
Balance questions with insights
Build trust based on knowledge
Create conversational and genuine interactions
Guide the conversation
Let feedback guide the process
Research customer needs and deliver relevant findings
Listen carefully
►1. Balance questions with insights
There’s no way around it: The road to a sale starts with understanding your customer’s needs. Developing this picture in detail is beneficial to you as the salesperson because it’s beneficial to your prospect. But often, salespeople position solutions that aren’t a good fit for the customer.
Salespeople need to ask questions. But that process takes time, and asking too many questions can make the customer feel like they’re being stalked. The solution? Offer insights along the way.
For example, let’s say you’re selling all-in-one CRM software to a prospect who’s primarily interested in sales automation, but the conversation veers toward customer service.
Instead, it's best to briefly talk about how well your solution has scaled for businesses similar to your client's before moving on. Insights justify your questions and build credibility.
