Consultative Selling
The Consultative Selling method focuses on building a trusted relationship between buyer and seller that creates value before pushing a solution.
There are six stages of consultative selling:
- Research
- Ask
- Listen
- Teach
- Qualify
- Close
Strengths: At its core, Consultative Selling is about the customer—not the seller. But by prioritizing the customer’s needs and wants, sales reps can more quickly uncover core pain points and position their solutions more effectively.
Best used when: You need a methodology that acts as a grounding sales philosophy that puts the customer front and center.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs $15K-$50K
ACVs > $50K
