#Marketing101 tells us that need or desire, is the primary motivator behind the customer’s decision to buy. Your ability to convince them that you can effectively relieve them of that need, is what drives the customer to select your service or product over any other in its category… But what does your customer need? And how do you even begin to clarify their wants and needs? And where do you begin solving that need?
Consultative selling (or needs-based selling) refers to a customer-centric approach that concentrates on establishing and maintaining client relationships that will far outlast the initial project. Rather than focus on the transaction, it prioritizes the client and their needs; and creates an open dialogue that identifies solutions aimed at meeting those needs.