The Art of Consultative Selling
Understanding the client’s need is at the heart of consultative selling. It changes the initial direction of information flow to problems in search of solutions instead of the other way around.
But understanding the client’s need is not always the same as understanding their requirements. If the requirements have already been defined, you’ve missed the first step in the sales cycle.
The art of consultative selling is getting the customer to share who they are and what they want.
Salespeople must then be able to identify operational, cultural, financial, political and strategic pain and link their solution to the client’s needs.
Download our e-Book – Link Solutions to Pain – to learn how to cut deeper to the strategic business problems in order to rise higher on the client’s value chain.