Consultative selling is all about taking the time to understand what your customer is looking for and by asking in-depth questions. This approach helps the customer see that by working together with you, they can achieve an even better outcome than they previously imagined.
A key way to get the customer to understand the importance of your role is by taking the time to teach the customer. The focus on teaching is all about helping them understand new information about their industry, how to do business, how to lead people, etc. It’s about helping them improve upon what they already do. It’s not about teaching them how great you and your product/service are.
When you take the time to teach the customer, you not only help them succeed, you also help yourself succeed. It won’t take long for the customer to see how much you care and that you are competent to partner with them toward extraordinary results. Consultative selling is not just selling. It is also teaching. Maybe instead of calling it “consultative selling,” it should be renamed “consultative teaching.”