🔍 The Power of a Consultative Sales Approach💼

Patrick McFadden
2 min readMay 29

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In the world of sales, taking a consultative approach can make all the difference.

By putting yourself in the shoes of your clients and offering valuable insights, you build trust and position yourself as a reliable partner.

Let’s explore some key benefits of this approach that I’ve found incredibly helpful in my sales process.

1️⃣ Demonstrating Expertise:

When you approach sales from a consulting standpoint, you have the opportunity to showcase your knowledge and expertise. By asking the right questions and discussing important aspects, you help clients envision what success looks like and make informed decisions. Even if they don’t choose your services, they’ll recognize the value you bring compared to other options.

2️⃣ The Power of Sampling Your Service:

Providing aspects of your service for free, such as a detailed audit, checkup, review, assessment, walkthrough, etc. can be a powerful tool. It allows clients to experience your level of detail, communication, and responsiveness firsthand. By treating this stage of the buyer’s journey as a reflection of your service, you give them a taste of what it’s like to work with you. This builds confidence and helps them see the value you provide.

3️⃣ Future Follow-ups:

One of the greatest advantages of a consultative sales process is the ability to follow up effectively. By collecting information during the initial interaction, you can check in with clients at a later date. A “did you get taken care of” follow-up allows you to address any concerns, ensure they received the promised benefits, and showcase your commitment to their success. It’s a powerful way to nurture long-term relationships.

4️⃣ Trust and Differentiation:

In a crowded market where promises of quick fixes abound, taking a consultative approach sets you apart. By providing honest and accurate information, you earn the trust of clients who have been burned by false promises in the past. When they realize that your insights and recommendations were accurate and aligned with their needs, you become their go-to solution provider.

While a consultative sales approach may require more effort, it ultimately helps both parties make better-informed decisions. By showing clients what success looks like and delivering on your promises, you create a solid foundation for long-term partnerships.

Let’s prioritize building trust, offering valuable insights, and guiding clients toward their goals. Together, we can revolutionize the sales process and deliver exceptional results!

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Patrick McFadden

Small Business Marketing Consultant // CEO of @indispmarketing // I change how clients think about your business so you can make your competition irrelevant