Consultative Selling is a state of mind…and preparedness.

Consultative Selling is a state of mind…and preparedness.

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at



Consultative Selling is a state of mind…

and preparedness.

What’s the difference between a sales rep and a consultative approach to selling? Lots more sales for the consultant.

The consultative approach to selling is the 21st century approach to helping customers and prospects buy. But beware you can’t just go out and change your title. The catch is you have to earn it. And it ain’t easy, Bubba.

A consultant makes calls and sales just like any other salesperson. The difference is in their attitude, their approach and their commitment.

A consultant is willing to forego shortterm gains to achieve greater longterm benefit to himself and the customer he serves.

A consultant builds relationships on a foundation of trust, respect and performance.

A consultant gains and builds credibility. In the sales profession, credibility comes from consistently demonstrating preparedness, knowledge, expertise and genuine concern for the customer’s success in a way that is perceived by the customer to be useful, needed and valuable. You must provide that credibility. You must transform yourself from a salesperson to a resource in the mind of the prospect.

Do you execute the selling process at it’s highest level? Look at the types of questions you ask. List them. Are they extraordinary? Do they make the prospect think in new patterns? Do they raise your credability? If not make a new list.

Here are some leadins to consultative types of questions