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There are so many varied definitions of “consultative selling” that have surfaced over the past several years that it makes me sick.

My definition? Consultative selling is asking questions that allow the customer to reveal their true needs, thus allowing you to work with them to help develop a solution that goes beyond solving their basic needs / pain to, ultimately, achieving a higher level of success or satisfaction. It begins with the questions you ask and the quality of the listening you do. It concludes with you delivering what will exceed the expectations of the consumer, regardless of what you initially expected.

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