While "consultative" and "selling" are two words that don't seem to belong together, there are just a few simple steps to achieve a consultative approach to selling.

1. Consultative Selling
The 21st Century Sales Person: Sell Consultatively
or Face Certain Extinction
Jim Naro
Business Partner
jnaro@customercentric.com

2. A Definition of “Consultative Selling”
Personal selling in which a salesperson plays
the role of a consultant. He or she first assists
the buyer in identifying his or her needs, and
then suggesting products that satisfy those
needs.
Read more:
http://www.businessdictionary.com/definitio
/consultative-selling.html#ixzz1nnorbBHL

3. Personal selling: Face-to-face selling in which a seller
attempts to persuade a buyer to make a purchase.
Consultant: Experienced professional who provides expert
knowledge for a fee. He or she works in an advisory
capacity only and is usually not accountable for the
outcome of a consulting exercise.
Read more:
http://www.businessdictionary.com/definition/consultant.
html#ixzz1nnrHDeYM
“Consultative” and “Selling”:
Two words that don’t belong together?

4. To execute a consultative approach:
• Acquire expert knowledge
• Understand how customers use your products
– success stories
• Have conversations versus make
presentations – document & share
• Focus on understanding customer perspective
• Make a cost/benefit analysis part of your
process