Consultative Selling / Solution Selling

Posted on 12 Oct, 2024

Consultative Selling

• Focus on understanding customer's needs.

• Goal is to provide a solution that meets customer's needs. This has to be done by starting an open conversation with the customer.

• Good approach if the customer is not sure what they need.

• It has been said that it works well in B2B market, since the customer are

Solution Selling

• Focus on identifying & solving a specific problem.

• Good approach if the customer knows what they need.

• Avoid talking about the features of the product, instead focus on offering a solution to the customer's problem (i.e selling the outcome).

• Focus can be on price, quality, or service.