consultative selling



Personal selling in which a salesperson plays the role of a consultant. He or she first assists the buyer in identifying his or her needs, and then suggesting products that satisfy those needs.

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  • Using the consultative selling practice we can make the potential customer feel as if we are on their level and we want to help them rather than just make a quick buck.

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  • Women who sell Mary Kay or Avon products are practicing consultative selling, because they sell and give advice on what to buy.

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  • When I let the man into my home, I thought he was just helping me decide what type of flooring I might need - I was disappointed to find out he was just using consultative selling to get in the door and try to sell me his company's flooring.

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