What Is Consultative Selling? Best Ways to Close the Deal in 2022


Consultative selling strategy is the talk of the town today and is the top-ranked strategy in sales. But what is a sales strategy? A sales strategy is a process that allows a company to focus its limited resources on the greatest opportunities to increase sales and achieve a sustainable competitive advantage. In today’s world, a company’s success depends on its ability to develop and execute an effective sales strategy.  

A well-designed sales strategy considers the company’s strengths and weaknesses and the opportunities and threats in the marketplace. Sales strategies are always evolving as the market changes. What works today might not work tomorrow, so companies must stay up-to-date on the latest sales strategies, such as the strategic consultative selling model. Today’s most effective sales strategies focus on building relationships, providing value, and creating a seamless customer experience.  

What Is Consultative Selling? 

In consultative selling, the salesperson takes a consultative or solutions-oriented approach to selling, in which they focus on the customer’s needs rather than on the product or service’s features. The salesperson works to understand the customer’s needs and then provides a solution that meets those needs. A consultative selling approach can be used in several different sales situations, from complex enterprise software sales to simple retail transactions. In each case, the salesperson works to understand the customer’s needs and then provides a solution that meets those needs.   

The consultative selling approach has several advantages for both the salesperson and the customer. For the salesperson, it allows them to build a relationship with the customer and to understand their needs in depth. Understanding the customer’s needs allows the salesperson to provide a tailored solution that meets those needs.  

For the customer, the consultative selling approach provides a more personalized experience that can lead to a better understanding of their needs.   

Steps To Implement In Consultative Selling  

  1. The consultative selling approach begins with understanding the customer’s needs. The salesperson must be able to identify the customer’s problem and then offer a solution.  
  2. The salesperson must then build rapport with the customer. This involves establishing trust and credibility.  
  3. Once rapport is established, the salesperson can begin offering solutions to the customer’s problem. The salesperson must be able to offer a solution that is tailored to the customer’s specific needs.  
  4. Finally, the salesperson must close the sale. This involves getting the customer to commit to purchasing the product or service. 

Seven Ways of Closing Deals With Effective Consultative Selling  

The below-listed insights to an effective consultative sales process are a must:

Balance Questions With Insights 

Your primary goal in consultative selling is to understand the customer’s needs. To do this, you’ll need to ask a lot of questions. However, if all you do is ask questions, the conversation will quickly become one-sided, and the customer will tune out. Instead, balance your questions with insights about the customer’s needs.  

Build Knowledge-Based Trust 

This means that you need to be an expert on your product or service, and you need to be able to show your potential customers that you understand their needs.  

Keep It Conversational and Genuine 

The best way to close a deal through consultative selling is to keep the conversation natural and genuine. This means being honest about your offer and being interested in what the customer says. Such skills are learned in consultative training. 

Take Ownership of the Conversation  

This means being assertive but not pushy. It means being confident and showing that you know what you are talking about.  

Let Feedback Guide the Process 

This means paying attention to what the client is saying and responding in a way that will address their needs. It is also important to be flexible in your approach. Listening to customer feedback keenly can solve most of your product-related queries. As the customer is the one who actively uses what you sell, they are the best to give you feedback about the same. 

Research Customer Needs and Offer Relevant Findings 

The best way to close a deal with consultative selling is first to research the customer’s needs and then offer them relevant findings. This way, you can show the customer that you understand their needs and that you can provide them with a solution that will be effective for their business. 

Listen Intently 

You will likely close the deal if you can offer a solution tailored to the customer’s needs. Listening intently to the customer allows you to understand what your customer needs. 


The most important thing to remember when consultative selling is that you are not selling a product; you are selling a solution. Be sure to focus on your client’s needs and how your product or service can help them solve their problem. Be prepared to answer any questions they may have, and always be professional. Following these tips can increase your chances of closing the deal and becoming a successful consultative seller. Do you want to grow as a professional in this field? Then the IIM Indore certified Executive Program in Strategic Sales Management is your best choice to become an effective sales strategist in today’s digital world. 

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