Page 79 - Consultative Selling

CONCLUSION

Being consultative helps sellers accomplish two important things: They
gain needed information to deeply understand client needs, identify the right
solution, and tailor what they say about products to ensure relevance and
impact, and.

Consultative Selling remains relevant and necessary in today’s selling
environment precisely because it provides a foundation for building client
trust. Sellers need to bring new ideas and insights to help clients better
understand their business issues and identify the best solution to meet their

business goals.

But, just bringing ideas does not mean clients are receptive to those ideas or
willing to invest in them. Trust is a necessary ingredient to the client being

truly receptive the seller’s ideas and opposing viewpoints.

If trust does not take root early on, the seller’s best ideas will remain
suspect, and clients will look to other providers whose ideas they trust.

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Approach