is there a difference between generic and brand name ambien buy ambien online no prescription ambien cr generic picture

next day tramadol mastercard buy tramadol online will 300 mg of tramadol get you high

tramadol 50 mg for cats side effects buy tramadol online tramadol 300 mg price

tramadol high feeling cheap tramadol online codeine or tramadol for toothache

ambien price generic buy ambien online no prescription quitting ambien cr cold turkey

tramadol no prescription fedex tramadol no prescription buy tramadol rx online

cheap watson soma soma price soma swimsuit sale


5 Top Tips For Successful Consultative Selling

For me, no matter what you sell, a consultative selling approach will get the job done.

Here are my top 5 key tips to make sure that your selling interactions are more effective:

Have The Mindset Of A Doctor

I want you to take your salesperson’s hat off for a moment and instead put your doctors hat on.

Like with any doctors consultation they will ask you lots of questions before writing out a prescription – you need to use the same approach.

Find Out The Key Drivers For Change

In order of importance your buyers will take action more on:


So while performing your doctor’s diagnosis bear this in mind. You’ll want to uncover the pain, the fears and the pleasures from your buyers.

Only then will they be “motivated” to take action.

Focus On Them And Not On Winning The Deal

If the need for the commission and sale is greater than your desire to help the buyer then this will show.

Come from the mindset that you are there to help them and get what’s best for them rather than doing everything you can to “win” the deal.

Don’t Be Afraid To Push Back

Sometimes, your buyers may not be open to what you are asking. They might be difficult to get on with and might be withholding information.

If they are like this then beware.

My experience tells me that they might have already made up their mind on who they are going with and are just using you for either:

1. Further education and ideas
2. A comparison
3. Company policy states they need to get quotes from 3 different vendors

Don’t be afraid to push back and walk away if it’s not right.

Appreciate Different Buyer Types

Don’t treat others as you’d like to be treated yourself.

Yes, that’s right!

Don’t treat others as you’d like to be treated yourself!

Instead, treat them as they would like to be treated!

Some of your buyers will be very analytical and detailed, others will not have a moment to spare.

How will you sell to these different personality types?

It’s not a one size fits all approach.

Some buyers will need facts and figures – the detail.

Other buyers will need a high level overview and the bottom line in a “no fluff” way.


Consultative selling done in the right way is a very powerful approach.

Keep the methodology simple and you won’t go far wrong.

If you remember nothing about it at all and your mind goes blank then just approach your sales interactions like a doctor would in meeting with a patient.

And remember…….

Prescription before diagnosis is malpractice!

Happy Selling


Sean McPheat
Managing Director
MTD Sales Blog

MTD Sales Training

Click here for 20 FREE Sales Audios

Management Share Blog Button

Sean McPheat

Hi! I'm the founder and Managing Director of MTD Sales Training - we offer sales training solutions for companies both large and small. I'm blessed to work with 25 of the most talented trainers in the UK....well, I did recruit them! ;-) Today, we've delivered training in over 23 countries to over 2,500 different organisations and 50,000 staff. Our clients include Xerox, Friends Provident, Starbucks, Taylor Wimpey, CISCO, Allianz and Lloyds TSB to name but a few.

More Posts - Website

Follow Me:
TwitterFacebookLinkedInGoogle Plus

4 thoughts on “5 Top Tips For Successful Consultative Selling”

  1. Good stuff again Sean.

    I particularly liked point 4 about pushing back.

    If this is about building relationships based on win-win then it is important to start as you intend to continue.

    It may be counter intuitive but firing a customer or prospect is so liberating since it reminds you that you have control and are not just a victim to be tossed around by the evil, manipulative buyers.

  2. Hi Paul,

    Thanks for your comments.

    Yeah, pushing back is seen as a big “no no” in a lot of companies because of the fear of actually turning down business but YOU MUST base everything on a win win.

    Win Lose either way and no-one “wins”

    I recently “fired” a prospect who wanted to use us and I qualified them out of the process. The decision maker looked at me gone out and then when I explained the reasons why he came to the conclusion himself that they were a nightmare to do business with and that’s before they pay us a penny! Imagine what they would have been like after!


  3. Sean,

    Indeed, point #4 is spot on. I always encourage my team to have the attitude that not every prospect is a good prospect and that the deal has to be good for both parties. I use the phrase “unpaid consulting” to describe the brain drain that many prospects attempt to do.



  4. Hi Sean,

    Great tips and very practical. I am sure this would help a lot of sales people to break the traditional sales techniques and increase their share.

    Thanks again.


Leave a Reply

Your email address will not be published. Required fields are marked *