I’m a firm believer in consultative selling because of its effectiveness as a sales technique. However, I have found that a lot of people say they practice it, but just as they get done telling you, they ramble on and on about it. If you’re going to practice consultative selling, then you have to shut up and let the other person talk!
To put it into practice, you have to set the goal of having the customer talk 80% of the time. See how do you on your next 10 sales calls. Note how much of the time you talk and how little the customer talks. The best way to decrease your talking time and increase theirs is to show interest in what the customer is saying by asking questions.
Consultative selling is not something you can learn quickly. It takes time to dial it down, but when you do, you ‘ll find the customer sharing an incredible level of information with you.