A single idea—the sudden flash of anidea—maybe worth a million dollars.
— ROBERT COLLIER
In consultative selling, you position yourself as a consultant, an expert, an advisor, a helper, and a teacher in the sales situation. Above all, you position yourself as a problem solver. You ask good questions and listen attentively to the answers.
When you are selling to businesses especially, you should position yourself as a “financial improvement specialist.” This requires that you focus all your attention on showing the customer how his or her business can be financially better off as the result of using your product or service.
Customers of top salespeople describe these salespeople as consultants, “unpaid members ...