Basically consultative selling is a philosophical approach to the selling process that focuses on helping a customer solve their problem. Most salespeople are familiar with this approach, but most don’t know how to effectively implement the concept. This is because most salespeople have been indoctrinated to believe that the best way to sell is to focus on the products features and cost.
This kind of product-oriented selling is inefficient and don’t close more sales. It usually leads salespeople to inundate customers with exhaustive spec. sheets and deep dive product demonstrations that have little or nothing to do with the problems and goals of the customer’s organization. The result is alienating customers, especially the decision makers who have little interest in technical details.