Investigation: Ask the right questions

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More than identifying pain points and challenges, consultative selling guides the customer to reflect on aspects that they may not have considered.

Often, he doesn't see an immediate need, but he may see a valuable opportunity during the conversation.

For example, many of our clients have c level executive list new opportunities in the event market with Guru Ticketing System . In addition to a powerful platform for selling online, they have a perfect structure for managing and selling e-tickets.

Deep Dive: Understand the Big Picture
Don’t just identify problems — question the status quo and help your customer see new possibilities. Often, they are so used to a model that they don’t see more advantageous alternatives.

The role of the consultative seller is to expand this vision and bring insights that make you reconsider your approach.

At Digital Manager Guru, we did exactly that: we challenged the logic of high fees on online sales and showed that there was a more profitable path with greater freedom.

Instruction: Educate and Recommend
Instead of just selling a product or service, educate the customer on industry best practices and how they can achieve better results.

Bring prior reflections and share knowledge strategically, preparing you to make a more informed decision.