Consultative sales

• • Listen carefully to customer needs
  • Uses open questions aimed to explore the needs
  • Summarize needs
  • Create a 'personalized value proposal'
  • Joinly develop the solution
  • "He understands my problem" versus "He understands his solution"
  • Even a consultative sale needs to be finalized using closed questions
  • Less need for marketing

See also: Manipulative sales