Consultative selling is all about the conversations you have with your buyer(s). This is a sales approach that emphasizes the customer and the open dialogue that you, the seller, have with the buyer. It is being customer centric as opposed to seller focused. Let's discuss the buyers business problems, challenges, and aspirations instead of our great products. It is providing solutions to our buyer's actual needs - needs that the seller themselves have shared with us. It is leveraging confirmation bias - the buyer talks about what they need and want and the buyer believes that it is their idea to solve these problems and challenges. We achieve this through asking great strategic questions. All successful interactions (a sale, a negotiation, a dispute resolution) have one common trait - they all involve great questions, active listening, and the building of a trust relationship.
We customize all modules of the learning to meet your organization's unique and specific needs.