SCPS Chapter 9 e-Book

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Chapter 9 – Consultative Selling and Solution-Based Sales

Abstract

This chapter introduces consultative selling as a strategic, client-focused approach. It explores how to uncover client needs, design tailored solutions, and create long-term value. The chapter also examines value-based selling, collaborative relationships, and the mindset shift from pitching products to solving problems.

Learning Outcomes

• Understand the principles and process of consultative selling
• Develop skills in needs assessment to uncover customer challenges and goals
• Apply value-based selling strategies to align solutions with business drivers
• Design and present customized solutions that deliver measurable outcomes
• Build collaborative buyer-seller relationships based on trust and shared success