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The Dos and Don’ts of Consultative Selling: Tips for Sale


As a sales professional, your job is to help your clients make informed decisions about the products or services you offer.

Consultative selling is a sales approach that focuses on building relationships with clients, understanding their needs and problems, and providing solutions that meet those needs.

Here are some dos and don’ts of consultative selling to help you succeed:

Do: Know Your Client

To use consultative selling effectively, you need to know your client. This involves understanding their business, industry, and challenges. You should also be familiar with their pain points, needs, and goals. Gathering this information helps you tailor your approach to meet their specific needs, and it can also help you build trust with your client.

Don’t: Assume You Know Best

While it’s important to understand your client, it’s equally important not to assume that you know what they need. Instead of telling them what they should do, ask questions and listen to their answers. This allows you to understand their perspective so that you can offer solutions that are tailored to their specific needs.

Do: Build Relationships

Consultative selling is all about relationship-building. You need to establish trust with your client early on, so they feel comfortable sharing their challenges with you. This is especially important when discussing sensitive topics such as budgets or timelines. Use active listening skills to make sure your client feels heard and valued.

Don’t: Be Too Pushy

While you’re trying to make sales, it is necessary to remember that your clients need a reason to buy a product, service or solution. Instead of being too pushy, focus on building trust and rapport. Don’t go straight to the point of selling, instead try to build enough trust between you and your clients so that they will feel comfortable doing business with you.

Do: Offer Solutions

When you’re working with clients, you’re not just selling a product or service but also solutions to problems that they may have. Keep in mind that the products or services you offer are not the only things that can help solve problems.

Be creative and offer alternatives so that your clients have a variety of options to choose from.

Don’t: Overwhelm Your Clients

While offering solutions is important, avoid overwhelming your clients with too many options. Present a few options instead of overwhelming them with pages of solutions.

Your client may have difficulty deciding on a solution if too many options are presented to them.

Do: Follow Up

After you’ve made a sale or provided a solution, make sure you follow up with your client. This helps you maintain a relationship and shows the client that you value their business. Also, it helps you know if the solution you provided is working or if there’s any need for adjustment.

Don’t: Neglect Your Existing Clients

Finally, don’t neglect your relationship with them after you’ve made a sale or helped a client. Make sure you check on your clients regularly, engage with them online or over the phone, and keep them updated with new products, solutions, or services.


In conclusion, consultative selling involves active listening, relationship-building, and a willingness to provide tailored solutions to clients’ needs. While being too pushy can turn clients off, building trust, and offering solutions can help you succeed in your sales career.

By keeping these dos and don’ts in mind, you’ll be well on your way to becoming a successful consultative sales professional.

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