Consultative Selling, also called “solution selling.” Who does most of the talking? The frequent answer is the salesperson. If the salesperson is doing the talking isn’t that the opposite of what’s needed?
When a person sees a therapist who does most of the talking? The client does most of the talking. The therapist asks a few questions and spends the rest of the time listening.
Researchers have proven that listening increases trust and credibility, and selling is said to hinge on “know, like and trust.” Maybe what is needed is “therapy selling.” The salesperson asks only a few questions and allows the client to do the talking. The result is the salesperson is perceived as a good listener and credible. Credibility that builds the trust needed to make the sale.