Consultative vs. Assisted: What is the best approach for sales success?

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A salesperson in business casual attire, with a collared shirt and slacks, conducts a consultative sale in a modern office. He is showing product details and reviews on a laptop to a customer sitting across the table, who is asking questions and taking notes. The office has large windows, indoor plants and minimalist furniture, with neon green accents, such as accents on the laptop screen and a few decorative items.
Currently, there are two very popular strategies in the world of sales: consultative selling and assisted selling .

It is known that the evolution of the commercial area has happened rapidly in recent years. Success now depends more than ever on choosing the right approach .

In this article, we’ll explore the fundamental differences germany whatsapp database them, and which is the best option for your business.

Summary
What is consultative selling?
What is assisted selling?
What is the best approach for your business?
What are the references in the current market?
Consultative Selling:
Assisted Sale:
What is consultative selling?
Consultative selling is a relationship -based , problem-solving approach that aims to create value for customers through a deep understanding of their needs , challenges , and goals .

First of all, don’t think that this is a new technique. The first time this term was mentioned was in Mack Hanan’s book “Consultative Selling” in 1970.

According to the author, in his performance as a B2B sales specialist , Hanan noticed that professionals who focused on meeting the customer's needs and genuinely made an effort to solve their problems achieved greater success in sales.

This is because consultative salespeople act as consultants , offering personalized recommendations and customized solutions to help customers achieve their goals. The main point is knowing how to ask the right questions .

Main features of consultative selling:

Customer-centric approach
Focus on customized solutions
Long term relationship
Building trust and credibility
What is assisted selling?
Assisted selling , on the other hand, is a more direct, product-oriented approach in which the salesperson supports the customer throughout the purchasing process .

In fact, the main goal of assisted selling is to help the customer find the right product and ensure that they are satisfied with their choice . For Ben Taylor, content marketing manager at Hubspot, the concept of consultative selling can be summarized as:

“Consultative selling is an approach that focuses on building value and trust with a prospect and exploring their needs before offering a solution. The salesperson’s first goal is to build a relationship; the second is to deliver the right product.”

Main features of assisted selling:

Product-centric approach
Focus on fast and efficient recommendations
Short term relationship
Developing product knowledge and selling skills
What is the best approach for your business?
Therefore, the choice between consultative selling and assisted selling depends on several factors. Some examples are: the complexity of the product or service , the customer profile and the culture of your business .

So, here are some guidelines to help you make the right decision:

Choose consultative selling if:
Your product or service is complex and requires specialized knowledge
Your customer needs customized solutions for their specific problems
Your focus is on building lasting relationships with customers
Choose assisted selling if:
Your product or service is simple and easy to understand
Your customer wants fast and efficient support in the purchasing process
Its focus is to ensure customer satisfaction at the time of purchase
What are the references in the current market?
It is very important to understand and learn from today's large companies that already employ these approaches. Therefore, below are some examples of companies and sectors that stand out for successfully applying consultative selling and assisted selling approaches .

Consultative Selling:
Salesforce: This CRM giant is known for its consultative approach to sales. Its sales reps help customers understand their specific needs and choose the right CRM solution that best fits their business.
IBM: IBM , one of the world's largest technology companies, uses consultative selling to deliver customized IT, artificial intelligence, and cloud computing solutions to its clients. IBM sales consultants work closely with clients to understand their challenges and goals before proposing innovative solutions.
Management and strategy consultancies: Firms such as McKinsey, Bain & Company, and BCG (Boston Consulting Group) are known for their consultative approach to sales. They work with clients across a range of industries to identify challenges, develop customized strategies, and deliver solutions that drive growth and efficiency.
Assisted Sale:
Apple : Apple is a classic example of assisted selling, especially in its physical stores. Employees, known as “Geniuses,” provide expert assistance and guidance to customers, helping them choose the right product based on their needs and preferences.
Electronics retail stores: Stores like Best Buy and Fnac are examples of retailers that use assisted selling. Sales associates at these stores are ready to help customers find the right product, providing detailed information about technical specifications, prices, and warranty options.
E-commerce companies: Many e-commerce companies, such as Amazon and Zappos, apply assisted selling elements to their online platform, providing product recommendations, customer reviews, and live chat for support during the purchasing process.
While these are examples of successful companies that utilize consultative selling and assisted selling , it is important to remember that each business is unique and must adapt its sales approach to its specific needs and the profile of its customers.