Some sales reps try to get a prospect to do most of the talking at first-to help pinpoint the potential customer's needs. After the sales rep feels that he understands the customer's needs, he begins to enter more into the discussion, helping the customer understand his own needs, showing how his product satisfies the customer's needs, and then trying to close the sale. This type of sales presentation uses the:

Question

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The consultative selling approach involves asking questions to understand the customer's needs and then presenting a solution that addresses those needs. This is exactly what the sales rep in the scenario is doing by letting the customer do most of the talking initially and then helping the customer understand their own needs and how the product satisfies them.

Some Sales Reps Try to Get a Prospect to Do