Consultative selling can also mean longer sales cycles and less successful closure rates, i.e. By flipping the focus onto your prospects emotions and pain points, their decision to invest in your company will be a no-brainer. And even if theyre still not willing to pay for your services, they may recommend you to people who are. Senior Principal Kurt Groeninger talks about creating the foundation for your ESG strategy by setting up the right infrastructure for your organization. Have they shown interest in learning more about your product? Single-level sale. Your family members, friends, and spouse can be part of your business. Doing this requires sellers to understand buyer personas. The two went back and forth, and after failing to reason with his colleague, the advisor finally reached a boiling point, got to his feet, and said: Dont you see? Clients are more likely to see the value in the product or service being offered if you take a solutions . It may not be the best style for decisions with an upcoming deadline, but if theres the flexibility this can be a great help. Of course, consulting means the decision-making process will be more time-consuming, making it less effective for urgent tasks. Notice the objective of the conversation is not for the salesperson to learn about the customers business, culture, technical environment or staffing needs, but instead focuses on how the sellers ideas and research might impact the customers goal. If youre bringing people in to consult on your upcoming decisions youll need to establish boundaries. Most buyers (54%) find value in discussing their needs with sellers, and the overwhelming majority (75%) are open to talking to sellers earlier in the purchase cycle. In your pitch, focus on how you can help your prospect lift conversion rates, and measure them successfully so they can show the rest of their team. If its going to be an unpopular choice, at least you will be able to prepare. For most sellers, they have their own preferred way of selling and typically it centers around the activities they are most comfortable with, not what is most effective. Some of the best ways to provide value through content are through: For example, Gaetano DiNardi from Nextiva uses LinkedIn to provide his audience with relevant, valuable content. They can pick up verbal and nonverbal cues to flesh out their understanding. A team that has many disciplines will have a lot of different perspectives. To build up the all-important trust with a prospect, they need to know that you practice what you preach. Consultative Selling: Definition, Examples & Techniques Consultative Selling: a Key to Win Big Accounts [with Real Life Examples] Consultative selling is the number #1 strategy in sales.