2. Consultative Sales Approach 2
By the end of this module, you would be able
to:
• Define Consultative Sales
• Differentiate Consultative Selling from
Traditional Selling
• Get some Tips to Effective Sales

3. Consultative Sales Approach 3
• It is an approach to selling
in which CUSTOMER NEEDS
are used as the basis for the sales dialogue.
• It is all about the dialogue between the salesperson and the
customer.
• Product knowledge is transformed into a tailored solution and
is delivered and positioned based on the customer’s needs.

4. Consultative Sales Approach 4
Asks questions and
allows the client time to
answer them, then
matches the client’s
needs with the product’s
benefits.
Presents the features
and advantages of the
product to convince the
client why he should
make the purchase.

5. Consultative Sales Approach 5

6. Consultative Sales Approach 6
• What’s in it for me?
• I don’t have money…
• I have to ask my wife before I can make a decision.
• Can I call you back?
Think in advance what reasons your target may have
to not want to buy your product. Formulate a
response that would address each possible question
your target might have.

7. Consultative Sales Approach 7
“Hi! May I speak with Mr. John Doe? My name is
Michelle and I’m calling from X Company. I’m
calling to give you options to make sure you are
getting the best value out of your services.”
Introduce yourself. Your opening
statement when you call should
create some curiosity and interest
so that they will want to hear
what you have to offer.

8. Consultative Sales Approach 8
It is very crucial to know your buyer. As a sales person,
it is important for you to recognize your buyer’s type
for you to be able to communicate easily and clearly.
Different Buyer Types
1. The Assertive
2. The Paranoid
3. The Know-it-all
4. The Price Only
5. The Timid
6. The Jokester

9. Consultative Sales Approach 9
1. The Assertive
Buyer Traits:
• Overly confident in self and
accomplishments
• Will begin to interrupt your
presentation
• Will often interject with
objections long before they
should arise
Tips:
• Be yourself: This person wants
control, and if you change,
you are allowing him to
control you.
• Do not be intimidated. Relax.
• Do not be overly friendly.
False admiration and
condescending comments does
not work with this type.

10. Consultative Sales Approach 10
2. The Paranoid
Buyer Traits:
• Will see a negative
possibility in almost
everything
• Wants proof and guarantees
• Will have examples of bad
experiences with
competitors or industry
Tips:
• Let him know that the
question or concern is valid.
Answer the question, and then
move on.
• Do not try to alleviate
unwarranted fears or phobias.
• Address questions but do not
justify.
• Do not bash the competition.

11. Consultative Sales Approach 11
3. The Know-It-All
Buyer Traits:
• Will challenge or debate
much of your claims
• Will test your knowledge of
details and industry
information
• Will claim to know more
about your competition than
you, including pricing
Tips:
• Complement buyer on
thinking.
• Congratulate buyer on ideas.
• Let buyer know that educated
consumer is best.
• Acknowledge his ideas and use
it to your advantage.

12. Consultative Sales Approach 12
4. The Price ONLY
Buyer Traits:
• Will tell you he understands
the benefits and just wants
the price
• Ready to buy now
Tips:
• Stick to your presentation.
• Let him know that you have a
presentation that would show
why your product would be a
bang for their buck.
• Make the buyer feel that you
appreciate the enthusiasm but
would need to make him well-
informed before he makes a
decision.

13. Consultative Sales Approach 13
5. The Timid
Buyer Traits:
• Asks very few questions
• Agrees with everything you
say
• Offers no definitive
objections
Tips:
• Get them involved.
• Do not assume that silence
would always mean YES.
• Provide challenges to what you
say—then overcome them.

14. Consultative Sales Approach 14
6. The Jokester
Buyer Traits:
• Will avoid and put off
questions
• Will distract you and put you
off-course to avoid making a
decision
Tips:
• Keep your cordial attitude,
but stay firm on questions.
• Stay focused and stick with
the presentation with
conviction.

15. Consultative Sales Approach 15
Open-ended Questions
Closed-ended Questions
Fact-finding Questions
These are unstructured questions which
demand explanations as answers. These
usually begin with how, where, why…
These are questions that provide a set of
choices of which the answer should be
derived from.
These are questions which require a
definite answer.
TYPES OF QUESTIONS

16. Consultative Sales Approach 16
 What is it?
 What is it for?
 What’s in it for
me?

17. Consultative Sales Approach 17

18. Consultative Sales Approach 18
• www.seanmcpheat.com
• www.wikipedia.com
• www.theconsultativesalescompany.com
• www.businessdictionary.com

19. Consultative Sales Approach 19