Question

With consultative selling, the salesperson ____

A. must distract the prospect from the fact that there is a problem
B. chooses from between several existing problem solutions
C. offers a standardized problem solution can help the customer
D. come up with a novel solution to the problem

Answer 1

In consultative selling, the salesperson engages with the customer to understand their needs and collaboratively develops a tailored or novel solution, utilizing a problem-solving mindset and a mix of brainstorming, discussion, and strategy.

Step-by-step explanation:

In consultative selling, the salesperson works closely with the customer to understand their needs and problems. This approach is built on the foundation of developing a deep understanding of the customer's context and using that to shape a solution that best meets their specific requirements. Instead of offering a standardized solution, the salesperson engages in brainstorming alternative solutions, leveraging a variety of ideas and possible solutions that may come from existing products, scientific principles, or creative brainstorming sessions. The ultimate aim is to identify the best-fit solution, which often involves customizing or creating something novel rather than diverting attention from problems or selecting from pre-existing, rigid solution options.

Clear understanding of the problem and potential solutions is essential, which involves adopting a problem-solving mindset and using both structured and unstructured approaches to generate ideas and define the problem. Discussion and problem-solving strategies are also important to ensure that multiple perspectives are considered, providing a robust and tailored solution that addresses the customer's needs effectively.