Key Consultative Selling Skills

Key Consultative Selling Skills (Hints and Tips)

This detailed resource covers five areas of tips to assist you in successfully using the Consultative Selling process. - Matching and Mirroring Behaviour to build rapport - Questioning and Probing to understand Customer Needs - Listening Skills - Controlling Skills - Selling Benefits of Your Solutions


Consultative selling requires a greater level of interpersonal skill than straight forward product selling. It is vitally important that the sales person builds a positive rapport with the customer using finely honed questioning skills to probe the customer’s needs and then create a joint solution to those needs. Listening well is of paramount importance as well as being able to control the sales call and structure it to a successful conclusion. This resource is ideal for those wanting to take seriously a move into consultative selling techniques.

Other related documents