What is Consultative Selling?

Today we meet John Corley, the president of Sales Builders of Illinois, a sales management and consulting professional development firm. In this episode, John explains the concept of consultative selling and the value it brings to win new clients. John and how preparation, qualifying, questioning, and forecasting can all lead to a repeatable sales success. He also shares mistakes he made when focusing too much on product, and how conceptual sales can solve that problem.

We have a lot to talk about, so with no further adieu.

Consultative Selling Definition

Consultative selling is also referred to as conceptual selling, collaborative selling or solution-based selling.

Conceptual selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer’s pain(s) and addresses the issue with his or her offerings (product and services).

Ask questions to better understand the clients issues
Understand the underlying reasons behind those issues
Identify the compelling reason for potentially buying a new solution
Identify the urgency to purchase now
Listen with an open mind, being prepared for all possibilities

How To Contact John Corley

You can find John Corley on Linkedin

Twitter handle is jdcorleysr or @jdcorleysr

Website for Sales Builders, Inc.

Or you send him email at jdcorleysr

This is the free article John mentioned

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