Consultative selling is selling by asking the questions that prompt the prospect to recognize needs for what you offer.

A key point:  In using a consultative sales approach, ask questions, but shape the meeting as a conversation, not an interrogation. Good consultative sales skills means projecting that you want to learn all you can about the situation, so you can help, NOT that you are there to cross-examine . . . and DEFINITELY NOT that you are seeking to learn their sensitive proprietary information.

Continue reading → Consultative sales skills: Why and how to set the context