--- title: The Consultative Approach to Sales description: During a consultative sales approach, or solution selling, the salesman focuses on the prospect’s needs with the ultimate goal to generate qualified leads. image: https://www.maventm.com/hs-fs/file-377603857-jpg/images/the_consultative_approach_to_sales.jpg --- [![Maven TM - Funnel Wide Inside Sales](https://www.maventm.com/hubfs/Maven_2016_Theme/mavenLogo-onWhite-01.svg "Maven TM - Funnel Wide Inside Sales") ](https://www.maventm.com) Call us: [+353599101500](tel:+353599101500) ## [Back to Articles](https://www.maventm.com/telemarketing-blog) # The Consultative Approach to Sales 12 Nov 2013 | By The Maven TM Team ![The Consultative Approach to Sales](https://www.maventm.com/hs-fs/file-377603857-jpg/images/the_consultative_approach_to_sales.jpg?width=198&height=131&name=the_consultative_approach_to_sales.jpg) In today’s modern society where the economic downturn has inflicted doubts into the minds of every businessman and woman, sales and sales techniques have never been more essential to sustain a company’s life span in the corporate market. One of the most talked about sales approaches of the 21st century is that of the consultative approach, or solution selling, a method developed by businessman, Frank Watt at Wang Laboratories when he was a leading sales consultants. At the time, Electronic Magazine deemed his idea "an unmistakable trend in the distribution of systems- related products.” With the consultative approach, the sales person acts as a mentor, by gathering information from the prospect, weighing up the options that are available and returning with a solution. This type of dealing is most commonly achieved through an amicable approach and restricts the ideals of “the hard sell,” thus creating a friendly relationship between both client and sales agent. The idea behind this concept is that, by the end of the sales pitch, the prospect is sure that the product meets their specific requirements. One of the key areas in successful consultative selling is to understand the client’s needs and wants, and the problems that they currently face. This research is generally achieved by asking open questions specifically in relation to the area a company specializes in e.g. I.T. Along with the open questions it can often help to look up information that is publically available about the targeted company, on the net or within the mass media such as press releases or newspaper articles. Before getting to the sales pitch, the sales person needs to open the conversation with the prospect in a friendly manner. Building trust is a fundamental element from the start of the sales process, and needs to be nurtured throughout and after the deal has been closed. It is the rapport that one builds with the client and the way it is done that helps gain their trust. Along with mannerisms, product knowledge is another vital element to the success of the sale. A sales person should know the specialized market and product inside and out. This means demonstrating a vast amount of information on the product, knowing competitors’ products and the target audience. The salesman needs to demonstrate his expertise and knowledge. During a consultative sales approach, the salesman focuses on the prospect’s needs during the conversation and endeavours to use his professional expertise to help provide a product / service that will help rectify or alleviate the pains. With this in mind, the consultative approach guarantees customer satisfaction and helps generate new, and or repeat profitable business. In complex selling situation, where decision-making is both a rational and emotional process, building a strong rapport through consultative selling will help make the difference. The consultative technique was originally used by the legal and insurance professionals, but the method is now spreading into other sectors, especially the technology industry.  [![View the Maven TM Academy](https://no-cache.hubspot.com/cta/default/180459/69fd7b28-b4af-41e8-a913-22bf8a7ddbb3.png)](https://cta-redirect.hubspot.com/cta/redirect/180459/69fd7b28-b4af-41e8-a913-22bf8a7ddbb3) To find out how Maven TM uses its expertise in consultative approach for the technology sector to provide high quality sales lead generation services to its client, please contact Maven TM at [info@maventm.com](mailto:info@maventm.com). Topics: [B2B Telemarketing](https://www.maventm.com/telemarketing-blog/topic/b2b-telemarketing), [Award-winning telemarketing agency](https://www.maventm.com/telemarketing-blog/topic/award-winning-telemarketing-agency), [Maven TM](https://www.maventm.com/telemarketing-blog/topic/maven-tm), [Qualified Sales Leads](https://www.maventm.com/telemarketing-blog/topic/qualified-sales-leads), [Sales Techniques](https://www.maventm.com/telemarketing-blog/topic/sales-techniques), [Inside Sales](https://www.maventm.com/telemarketing-blog/topic/inside-sales), [Technology Sales](https://www.maventm.com/telemarketing-blog/topic/technology-sales) ### Social Sharing ### Recent Posts ### Posts by Topic - [B2B Telemarketing (52)](https://www.maventm.com/telemarketing-blog/topic/b2b-telemarketing) - [Inside Sales (27)](https://www.maventm.com/telemarketing-blog/topic/inside-sales) - [Sales Techniques (25)](https://www.maventm.com/telemarketing-blog/topic/sales-techniques) - [lead generation (18)](https://www.maventm.com/telemarketing-blog/topic/lead-generation) - [Qualified Sales Leads (16)](https://www.maventm.com/telemarketing-blog/topic/qualified-sales-leads) - [Sales Leads (16)](https://www.maventm.com/telemarketing-blog/topic/sales-leads) - [Marketing Strategy (14)](https://www.maventm.com/telemarketing-blog/topic/marketing-strategy) - [Outbound Telemarketing (12)](https://www.maventm.com/telemarketing-blog/topic/outbound-telemarketing) - [digital marketing (12)](https://www.maventm.com/telemarketing-blog/topic/digital-marketing) - [Telemarketing Agency (11)](https://www.maventm.com/telemarketing-blog/topic/telemarketing-agency) - [Maven TM (10)](https://www.maventm.com/telemarketing-blog/topic/maven-tm) - [Technology Sales (9)](https://www.maventm.com/telemarketing-blog/topic/technology-sales) - [Telemarketing Blog (8)](https://www.maventm.com/telemarketing-blog/topic/telemarketing-blog) - [Telesales (8)](https://www.maventm.com/telemarketing-blog/topic/telesales) - [cold calling (8)](https://www.maventm.com/telemarketing-blog/topic/cold-calling) - [Award-winning telemarketing agency (7)](https://www.maventm.com/telemarketing-blog/topic/award-winning-telemarketing-agency) - [Telemarketing Results (7)](https://www.maventm.com/telemarketing-blog/topic/telemarketing-results) - [Appointment Setting (6)](https://www.maventm.com/telemarketing-blog/topic/appointment-setting) - [Technology Trends (6)](https://www.maventm.com/telemarketing-blog/topic/technology-trends) - [Sales Conversations (5)](https://www.maventm.com/telemarketing-blog/topic/sales-conversations) - [Sales pipeline (5)](https://www.maventm.com/telemarketing-blog/topic/sales-pipeline) - [Telemarketing Questions (5)](https://www.maventm.com/telemarketing-blog/topic/telemarketing-questions) - [Inbound Telemarketing (4)](https://www.maventm.com/telemarketing-blog/topic/inbound-telemarketing) - [Outsourcing a telemarketing campaign (4)](https://www.maventm.com/telemarketing-blog/topic/outsourcing-a-telemarketing-campaign) - [What is Telemarketing (4)](https://www.maventm.com/telemarketing-blog/topic/what-is-telemarketing) - [lead nurturing (4)](https://www.maventm.com/telemarketing-blog/topic/lead-nurturing) - [linkedin (4)](https://www.maventm.com/telemarketing-blog/topic/linkedin) - [B2B Marketing (3)](https://www.maventm.com/telemarketing-blog/topic/b2b-marketing) - [Customer Retention (3)](https://www.maventm.com/telemarketing-blog/topic/customer-retention) - [Maven TM News (3)](https://www.maventm.com/telemarketing-blog/topic/maven-tm-news) - [Outsourcing (3)](https://www.maventm.com/telemarketing-blog/topic/outsourcing) - [Social Media (3)](https://www.maventm.com/telemarketing-blog/topic/social-media) - [content marketing (3)](https://www.maventm.com/telemarketing-blog/topic/content-marketing) - [marketing (3)](https://www.maventm.com/telemarketing-blog/topic/marketing) - [marketing blog (3)](https://www.maventm.com/telemarketing-blog/topic/marketing-blog) - [technology telemarketing (3)](https://www.maventm.com/telemarketing-blog/topic/technology-telemarketing) - ["survey" (2)](https://www.maventm.com/telemarketing-blog/topic/survey) - [Client Loyalty (2)](https://www.maventm.com/telemarketing-blog/topic/client-loyalty) - [Data (2)](https://www.maventm.com/telemarketing-blog/topic/data) - [HubSpot Partnership (2)](https://www.maventm.com/telemarketing-blog/topic/hubspot-partnership) - [Sales Management (2)](https://www.maventm.com/telemarketing-blog/topic/sales-management) - [Telemarketing Lists (2)](https://www.maventm.com/telemarketing-blog/topic/telemarketing-lists) - [UK Telemarketing (2)](https://www.maventm.com/telemarketing-blog/topic/uk-telemarketing) - [content Creation (2)](https://www.maventm.com/telemarketing-blog/topic/content-creation) - [lead scoring (2)](https://www.maventm.com/telemarketing-blog/topic/lead-scoring) - [marketing automation (2)](https://www.maventm.com/telemarketing-blog/topic/marketing-automation) - [sales (2)](https://www.maventm.com/telemarketing-blog/topic/sales) - [An Taoiseach Enda Kenny (1)](https://www.maventm.com/telemarketing-blog/topic/an-taoiseach-enda-kenny) - [BANT (1)](https://www.maventm.com/telemarketing-blog/topic/bant) - [Brexit (1)](https://www.maventm.com/telemarketing-blog/topic/brexit) - [Content Strategy (1)](https://www.maventm.com/telemarketing-blog/topic/content-strategy) - [Event Telemarketing (1)](https://www.maventm.com/telemarketing-blog/topic/event-telemarketing) - [Maven - Télémarketing B2B blog (1)](https://www.maventm.com/telemarketing-blog/topic/maven-télémarketing-b2b-blog) - [NPS (1)](https://www.maventm.com/telemarketing-blog/topic/nps) - [SEO (1)](https://www.maventm.com/telemarketing-blog/topic/seo) - [Sales Environment (1)](https://www.maventm.com/telemarketing-blog/topic/sales-environment) - [Stratégie Marketing (1)](https://www.maventm.com/telemarketing-blog/topic/stratégie-marketing) - [Trends (1)](https://www.maventm.com/telemarketing-blog/topic/trends) - [account based marketing (1)](https://www.maventm.com/telemarketing-blog/topic/account-based-marketing) - [complex b2b solutions (1)](https://www.maventm.com/telemarketing-blog/topic/complex-b2b-solutions) - [customer satisfaction (1)](https://www.maventm.com/telemarketing-blog/topic/customer-satisfaction) - [exporting (1)](https://www.maventm.com/telemarketing-blog/topic/exporting) - [multilingual lead generation (1)](https://www.maventm.com/telemarketing-blog/topic/multilingual-lead-generation) - [pay per appointment (1)](https://www.maventm.com/telemarketing-blog/topic/pay-per-appointment) - [pay per lead (1)](https://www.maventm.com/telemarketing-blog/topic/pay-per-lead) - [persona marketing (1)](https://www.maventm.com/telemarketing-blog/topic/persona-marketing) [see all](https://www.maventm.com/telemarketing-blog/bid/324681/The-Consultative-Approach-to-Sales#) ### Subscribe To The Maven TM Blog ### Follow Maven TM Follow us on your favourite social channels. ![smGreenRuleCompact.gif](https://www.maventm.com/hs-fs/hubfs/Maven_2016_Theme/smGreenRuleCompact.gif?width=49&height=16&name=smGreenRuleCompact.gif) [Twitter](https://twitter.com/Maven_TM) [Facebook](https://www.facebook.com/Better.Sales.Leads.Maven.TM) [LinkedIn](https://www.linkedin.com/company/maven-tm-limited) [Google+](https://plus.google.com/+Maventm_B2B_sales_lead_generation/videos) [Pinterest](https://www.pinterest.com/maventm/) [YouTube](https://www.youtube.com/channel/UC3_NkYyGAnsGChVq6j4jg_g) ## Subscribe to the Maven TM blog ##### News, insights, tips & musings from the Maven TM team ![Maven TM White Logo Image (1)](https://www.maventm.com/hs-fs/hubfs/Maven%20TM%20White%20Logo%20Image%20(1).png?width=400&height=100&name=Maven%20TM%20White%20Logo%20Image%20(1).png "Maven TM White Logo Image (1)") ![google cert-2](https://www.maventm.com/hs-fs/hubfs/google%20cert-2.png?width=150&name=google%20cert-2.png "google cert-2") **T: **[+353 (0) 59 9101500](tel:+353599101500) **E: **[sales@maventm.com](mailto:sales@maventm.com) ###### [Telemarketing](https://www.maventm.com/lead-generation-services/telemarketing) ###### [Digital Marketing](https://www.maventm.com/lead-generation-services/digital-marketing) ###### [SURVEY SERVICES](https://www.maventm.com/survey) ###### [INBOUND Services](https://www.maventm.com/inbound-lead-qualification) ###### [About Us](https://www.maventm.com/about-maven) ###### [Maven Resources](https://www.maventm.com/resources) ![DIGI AWARDS- MAVEN BADGE](https://www.maventm.com/hs-fs/hubfs/DIGI%20AWARDS-%20MAVEN%20BADGE.png?width=200&height=200&name=DIGI%20AWARDS-%20MAVEN%20BADGE.png "DIGI AWARDS- MAVEN BADGE") [Facebook](https://www.facebook.com/Maven.TM) [LinkedIn](https://www.linkedin.com/company/maven-tm-limited) [Instagram](https://www.instagram.com/maventm/) [YouTube](https://www.youtube.com/channel/UC3_NkYyGAnsGChVq6j4jg_g)   - © 2025 Maven TM Limited - All Rights Reserved - [Privacy Policy](https://www.maventm.com/privacy-policy) - [Cookie Policy](https://www.maventm.com/cookie-policy) - [Working for Maven TM](https://www.maventm.com/about-maven/careers-at-maven) [Social](https://www.maventm.com/telemarketing-blog/bid/324681/The-Consultative-Approach-to-Sales#) [Contact Us](https://www.maventm.com/telemarketing-blog/bid/324681/The-Consultative-Approach-to-Sales#) [Close](https://www.maventm.com/telemarketing-blog/bid/324681/The-Consultative-Approach-to-Sales#) [![Share on Facebook](https://static.hubspot.com/final/img/common/icons/social/facebook-24x24.png)](https://www.facebook.com/Maven.TM) [![Share on LinkedIn](https://static.hubspot.com/final/img/common/icons/social/linkedin-24x24.png)](https://www.linkedin.com/company/maven-tm-limited/) [![Share on Twitter](https://static.hubspot.com/final/img/common/icons/social/twitter-24x24.png)](https://twitter.com/Maven_TM) [Close](https://www.maventm.com/telemarketing-blog/bid/324681/The-Consultative-Approach-to-Sales#) ### Contact US