consultative selling
/kənˈsʌltətɪv ˈsɛlɪŋ/ · con·sul·ta·tive sell·ing
noun
- A sales approach that focuses on understanding and addressing the customer's needs through consultation rather than aggressive persuasion. The company adopted consultative selling to build long-term relationships with its clients.
- The process or method of selling that involves diagnosing customer problems and recommending tailored solutions. Consultative selling requires the salesperson to act as a trusted advisor.
Synonyms
consultative salesconsultative approachconsultative selling methodconsultative selling techniqueconsultative selling processconsultative selling strategy
Antonyms
Did you know? The term "consultative selling" was popularized in the 1970s by sales training companies such as Dale Carnegie and later formalized in the 1990s as the consultative selling model.