CONSULTATIVE SELLING

           With Consultative Selling, salespeople engage in a dialogue with their buyers to deeply understand their needs and match relevant solutions. Needs are identified through a combination of preparation and effective questioning to uncover realized and unrealized customer needs. Consultative Selling advanced the product selling and solution selling approaches by layering in the dialogue skills needed to engage in customer-focused interactions that build trust, allow for depth of understanding, and pave the path for solution articulation that matches the customer’s precise priority needs.

          Know how to make questions are one of the most important characteristics for a salesperson, because through these questions we can understand better the client´s needs. Understand the client is the most important goal of a business, if you understand your client, they will become loyal to your product or service, and most important when they feel unsatisfied with something, they will tell you. 

         Linked with the questions, there is another characteristic, that is vital, that is listen to the answers! If you make good questions but don´t listen to the answers it has no value, I said value because each answer and information from your client is extremely valuable! through this information we can modify people, process and even product. 

          As a manager and salesperson you always need to know what your clients are saying and thinking about your business, product or service, the best way to know that, is to be there for your clients, making questions, listen to them, solving their problems and applying their suggestions, and of course, asking for feedback!