Consultative selling refers to an effective sales technique that encourages sellers to build customer relationships, develop trust and provide expert advice.
The typical consultative sales process is designed to help sellers qualify leads, build relationships with prospects, and close deals. This includes research and preparation, connecting with a buyer on their preferred channel, taking the time to understand their needs, providing customized information, and continued follow up even after a sale is complete.
Transactional selling has traditionally relied on aggressive pitches with minimal attention to the buyer’s needs in order to close deals quickly. A consultative selling strategy prioritizes relationships, where sales reps listen to buyers, identify their pain points, and offer custom ideas.
