Consultative Selling – Module 4


Sell the problem first. And then sell the solution. Learn the art of establishing credibility with respect to your product, to your decision making and risk mitigation capabilities.

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The first step is to check if the Buyer is open to your consultation. You need to establish your credibility first in order to get them interested. If they’re just educating themselves, what you are doing is educating, not consulting.

Consultative selling is way more sophisticated that simply blurting out hypothetical benefits of irrelevant use cases from a lab somewhere. If you have the same pitch twice to 2 different Buyers, ask yourself whether you got the Buyer to talk enough about their ‘Hero’ journey.


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