The Consultant

The Consultant Sales Type 

Consultative selling is a sales approach that emphasizes building relationships and open communication to address a customer's specific needs. Rather than focusing on product features, the conversation centers on the customer's challenges and goals, making this approach highly effective for complex sales.

TestGroup’s sales assessment for consultants

TestGroup’s online sales assessment simplifies the selection and development of consultant sales types. This tool identifies crucial traits such as relationship-building, strategic thinking, and analytical skills, making it ideal for locating candidates who excel in consultative selling. Businesses can utilize the assessment as a one-time tool for individual hires or choose a subscription to evaluate multiple candidates and facilitate ongoing development. Whether hiring or training, TestGroup’s sales assessment ensures that consultants are equipped to build trust and deliver tailored solutions for clients.

What is the Consultant sales type?

Consultants specialize in products and leverage their knowledge to sell. They provide advice and resolve technical issues others may find challenging. By understanding their clients' business, consultants help select appropriate products and prioritize satisfaction, supporting informed decisions. This alignment requires a coaching approach. Enthusiasm is vital for conveying product value and building trust. Successful consultants are seen as professional and trustworthy, so staying updated on product knowledge is crucial.

TestGroup’s sales assessment utilizes The Bridge Personality test, which evaluates 34 competencies based on the Big Five personality model. Eight of these competencies are crucial for identifying and nurturing a successful Consultant sales type:

Matching Bridge Personality competencies

• Strategic
• Results-focused
• Methodical
• Convincing
• Insight
• Creativity
• Analytical

Traits of Consultants by their scores on the sales assessment

Low Scores (1–3):

• Show little interest in product specifics.
• Struggle to address client demands and needs.
• Have difficulty understanding what is important to clients.
• Fail to tailor their advice to individual clients.

High Scores (8–10):

• Actively listen to clients and analyze their needs.
• Provide well-informed advice backed by solid product knowledge.
• Enjoy consulting and informing clients.
• Prioritize client satisfaction and guide clients to make the right choices.
• Convincingly steer clients toward suitable solutions.

Example page of the sales assessment report:

Skills that consultants should train

Analyzing Client Needs: Consultants must thoroughly analyze information from various sources, including client feedback, to understand their needs, expectations, and challenges. By asking targeted questions, they can identify what drives the client and how their product can offer a solution. A clear understanding of the client’s difficulties enables consultants to align their advice effectively.

Providing Advice: To provide the best guidance, consultants need to remain informed about their product, market trends, and competitor offerings. This understanding enables them to deliver clear, comprehensive, and actionable advice that aligns with the client’s goals.

The Consultative Selling model

1. Establish Authority: Position yourself as an expert in your field before engaging with potential clients. Share knowledge through whitepapers, blogs, or social media to build credibility and generate leads.
2. First Contact: Make a positive first impression during initial interactions. Whether clients reach out due to your reputation or you approach them with a solution, ensure the relationship starts on the right note.
3. Identify and Analyze the Problem: Understand the client’s needs by asking questions and engaging in dialogue. Build a reputation as a reliable advisor by alternating between providing insights and listening carefully.
4. Provide a Solution: Once you fully understand the client’s challenges, develop a tailored solution. Present the solution only after refining it to address their needs comprehensively.
5. Obtain Commitment: After presenting the solution, secure the client’s commitment. Maintain a collaborative approach during negotiations to build trust and foster a long-term relationship.

TestGroup's sales assessment

TestGroup's online sales assessment, developed in collaboration with Erasmus University, is the preferred choice for evaluating sales talent worldwide. This tool provides immediate insights into candidates' commercial skills. Endorsed by experts, it serves as the primary assessment for businesses looking to hire top talent. Order assessments for individual candidates or choose a cost-effective assessment subscription for ongoing requirements.

Why consultative selling works

Consultative selling prioritizes trust and relationships instead of quick sales. It addresses a common challenge in B2B sales: client skepticism. By focusing on the client’s problems and providing tailored solutions, consultants build confidence and reduce churn. This approach also fosters value-added selling, where the salesperson’s in-depth understanding of client needs results in better outcomes. Although consultative selling demands time and effort, it cultivates lasting client relationships and drives long-term success.