What are Your Client's Needs?

Consultative selling is a process by which a salesperson acts as a consultant.  He or she first assists their client in identifying their needs, and then suggesting products and or services that satisfy those needs.

What are your client’s needs?

How do you address those needs with your products and services?

ESTABLISH why your clients need your products and services . . . And how they will use them. Know your clients and their needs.

PREPARE yourself to address these needs BEFORE you contact a future client.

THINK of ways you can represent your products and services as SOLUTIONS to your client’s problems, not as products they may or may not need.

SELL YOUR ABILITY to help your client solve their problems and not your ability to provide the client with products and services he can obtain from many other sources.

AVOID SELLING PRICE. If all you sell is price then you need the “BEST” price every day and you will have customers not clients.


SELL YOUR ABILITY to solve your client’s problems. The more you are able to establish with your client the ways you, your company and your products and services solve their problems, the more of your products and services they will use at the price you SET, not the client.

ADD VALUE to every transaction. Always test your work with the WIN – WIN test. If all parties to the transaction aren’t going to win then it is a onetime deal. That is, none of the parties to the transaction will want to deal with the other parties again. “Value added service”.

You want your prospective clients to sell themselves on using your opportunity, product, or service as a tool with which to accomplish their goals.

Consultative selling means using the power of positive influence rather than aggressive persuasion.

Remember; to sell is to serve.

Please be sure to subscribe so you don't miss any future posts including training opportunities.