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The
Consultative Sales Process Consultative selling is a method that came of age in the 1950’s and ‘60’s as an attempt to professionalize selling—and move it beyond its transactional ‘sales pitch’ image. The Consultative Selling Process Consultative selling is a five step process that includes: Building Rapport (Trust); Identifying Needs; Demonstrating Solutions; Managing Objections; and Closing the Sale. The innovation of consultative selling was the introduction of ‘needs identification’—the orientation of the sales process around the client’s goals and objectives.
(click on graphic to enlarge) It redefined the salesperson as an expert advisor who was knowledgeable, objective and could be trusted. It shifted the role of salespeople from pitchmen to consultants who would identify clients’ needs and guide them to a best-fit solution. |
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