Talented sales professionals must wear many hats. Some times they must be the hardball negotiator, and at other times the trusted friend, and all the different roles in between. Each of these different approaches to the sales game are equally valid depending on the customer and the industry.
Sales reps who take the counselor role are pursuing the route of consultative sales. This concept has been growing in popularity over recent decades, and many professionals have added “adviser” to their list of roles. Dan Newman recently wrote about 4 trends dominating customer engagement, centered around the theme of consultative sales. Today’s reps might be well served to work a little bit of psychology into their strategy to best serve today’s changing customer base. Here’s what you need to know about when consultative sales works and why.