Consultative selling isn’t just a technique for me; it’s the foundation of working with clients, prospects, and anyone seeking guidance.
When helping someone solve a problem, I don’t jump straight into solutions.
That might feel faster, but it rarely works because quick fixes often overlook the root of the problem.
Without understanding the complete picture – what’s causing the issue, what the person has already tried, and what they genuinely want to achieve – I risk offering advice that doesn’t stick or address the actual need.
Taking the time to dig deeper ensures that your solutions are relevant, actionable, and aligned with their goals, making them far more effective in the long run.
Instead, I focus on understanding the situation thoroughly before offering advice.
This approach – consultative selling – is like having a conversation between a doctor and a patient.
You can’t prescribe without diagnosing first.
Here’s how I use this approach to guide conversations, whether helping someone refine their marketing, figure out their next steps, or tackle a specific challenge.
It Starts with Empathy and Curiosity
When someone reaches out to me, I don’t assume anything. I take a moment to acknowledge their concern and let them know I’m here to help.
This simple step sets the tone for the entire conversation.
I might say something like:
“Thanks for sharing that – it sounds like something we should dig into together. Let’s take a closer look and determine the best next steps.”
From there, I let curiosity take over. I want to understand their situation in their own words. My questions are open-ended and designed to get them talking:
- “What’s the biggest challenge you’re facing right now?”
- “Could you tell me more about what’s going on?”
It’s not about interrogating them; it’s about creating space for them to feel heard and helping me get the information I need.
Breaking Things Down, Step by Step
I never throw a long list of questions at someone all at once – it’s overwhelming.
Instead, I take it step by step, asking one focused question at a time.
For example, if someone tells me they’re struggling with lead generation, I don’t immediately ask about every aspect of their marketing.
I’ll start small:
“What’s been your primary approach to generating leads so far?”
Once I get their answer, I’ll ask a follow-up question:
“What’s been working, and what hasn’t?”
This lets me build a more precise picture without making them feel like they’re being interrogated.
The key for me is to keep the conversation flowing naturally while gathering all the necessary details.
Resisting the Urge to Jump to Solutions
It’s tempting to offer advice when I think I’ve spotted the problem, but I’ve learned to hold back.
Why? Because there’s almost always more to the story.
If someone says, “My social media isn’t driving sales,” I don’t jump in with strategies for better content or ads.
Instead, I dig deeper:
“Which platform are you focusing on?”
“What kind of content are you posting?”
“How are you engaging with your audience?”
By doing this, I can uncover the root of the problem rather than just addressing the surface.
Clarifying Their Goals
Once I understand the situation, I focus on their goals.
This step is critical because their goals shape everything I’ll recommend.
I might ask:
“If this issue were resolved, what would success look like for you?”
“What’s the main outcome you’re hoping to achieve?”
For example, one person’s idea of success with social media might drive more sales, while someone else might focus on building brand awareness.
By clarifying their goals, I can ensure my advice is tailored to what they care about most.
Checking Before I Give Advice
Before offering recommendations, I always ensure I’ve understood the problem correctly.
This step builds trust and allows them to add details or correct anything I missed.
I’ll say something like:
“It sounds like your main challenge is [summarise their issue], and you’re hoping to achieve [summarise their goal]. Does that sound right?”
Once they confirm, I ask if they’re ready for advice:
“Would you like me to share some suggestions, or is there more you’d like to explore first?”
This way, they stay in control of the conversation, and I know they’re ready to hear what I have to say.
Offering Simple, Actionable Solutions
When it’s time to give advice, I keep it focused.
People don’t need a long list of options – they need a clear starting point.
For example, if someone is struggling with lead generation, I might say:
“Based on what you’ve shared, I’d recommend focusing on [specific strategy]. Here’s why I think that’s the best move right now…”
I explain the reasoning behind my advice because it helps them trust the process.
I’ll break it into smaller steps if needed to make it feel even more manageable.
Checking In After Sharing Advice
After I’ve shared my recommendations, I always check in to make sure they make sense and feel actionable.
This keeps the conversation collaborative and ensures they’re confident moving forward.
I might ask:
“Does this feel like a good starting point?”
“Is there anything you’d like to adjust or explore further?”
Sometimes, their response reveals new details or concerns, and I’ll pivot to address those. The goal is to leave them feeling supported and ready to take the next step.
Why I Use Consultative Selling
For me, consultative selling isn’t just about solving problems but building trust and creating meaningful connections.
I’m not just offering a quick fix by taking the time to understand someone’s unique situation and aligning my advice with their goals.
I’m giving them something that feels relevant, practical, and achievable.
This approach takes more time, but the results speak for themselves.
When people feel genuinely heard and supported, they’re more likely to act on your advice and come back for guidance in the future.
So, whether I’m helping someone refine their marketing strategy, grow their business, or tackle a specific challenge, consultative selling ensures the conversation is valuable and productive.
It’s not about showing off what I know but helping them succeed.
Ready to Find Clarity in Your Marketing?
You’re not alone if your marketing feels disorganised or isn’t delivering the desired results.
Many businesses face this challenge, and it’s normal to feel overwhelmed or unsure of the next steps.
Sometimes, all it takes is a fresh perspective – a chance to talk through what’s working, what’s not, and where you want to go.
That’s why I offer Marketing Clarity Calls.
This is a no-pressure opportunity to:
- Take a step back and look at your marketing with a clear lens.
- Talk through your specific challenges and goals.
- Walk away with practical insights you can act on.
Whether you’re struggling with lead generation, messaging, or aligning your efforts, we can explore what’s holding you back and start to build a path forward – together.
If this sounds like something you need, apply for a Marketing Clarity Call today.
Let’s get your marketing back on track so you can focus on confidently growing your business.