You help them understand the real problem, and teach them how to look for the right solution.

Your experience guides the client to be specific about requirements for features and functionality. You may help them write the RFP/RFQ. This kind of deal is often earmarked with a Proof Of Concept, making the consultative sale significantly longer. During the consultative sales process, we gradually ramp up the quality of resources used as we navigate through the client’s organization.

When does Consultative Selling make the most sense? Use it when you are selling platform-like solutions involving a number of decision makers. It would make sense if, for example, you were selling a Sales Engagement platform for $20-100k ACV, with a 6-18 month sales cycle, and each AE closed about 1-3 deals per quarter.

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