The typical consultative sales process is designed to help sellers qualify leads, build relationships with prospects, and close deals. This includes research and preparation, connecting with a buyer on their preferred channel, taking the time to understand their needs, providing customized information, and continued follow up even after a sale is complete.

Here’s a glimpse at some advantages of consultative selling:

1. Higher customer satisfaction
2. Improved conversion rates
3. Increased efficiency
4. Long-term customer success

Transactional selling has traditionally relied on aggressive pitches with minimal attention to the buyer’s needs in order to close deals quickly. A consultative selling strategy prioritizes relationships, where sales reps listen to buyers, identify their pain points, and offer custom ideas.