What characterizes "consultative selling"?

Consultative selling is defined by its focus on understanding and addressing the unique needs of customers. This approach involves engaging in meaningful conversations to uncover the challenges or goals of the customer, rather than merely pushing a product. By providing solutions that are specifically tailored to those identified needs, consultative selling builds trust and fosters long-term relationships between the salesperson and the customer.

This method greatly contrasts with approaches that prioritize product features without considering customer needs, or those that focus solely on closing the sale or employ high-pressure tactics, which can alienate potential customers. The value in consultative selling lies in its ability to create relevant solutions, making the sales process more collaborative and beneficial for both parties involved.