Selling Today: Partnering to Create Value, 14/e

The Consultative Sales Process Adds Value

1. 11.1 Outline the benefits of the consultative sales process

A growing number of salespeople, like the Internet telephone system salesperson pictured above, have adopted the consultative sales process. New competitive structures and customer demands have forced companies to continuously adapt and redefine their value-adding processes.1 Consultative selling, as introduced in Chapter 2, is a value-adding process. Consultative selling involves meeting customer needs by asking strategic questions, listening to customers, understanding—and caring about—their problems, selecting the appropriate solution, creating the sales presentation, and following through after the sale. Consultative selling is a very ...