Sales representatives! Stop, look, listen! This applies to consultative selling situations.
It’s OK asking clients about their needs, but the whole reason you exist is to offer different perspectives, to help clients see possible alternative solutions and encourage them to think at a different level.
Source: MTD Sales Training, October 26, 2018. Link.
As the emphasis is put more firmly on what the actual problem is that needs to be solved, the conversation can be directed in assisting the client to choose the right solution for their business.
INSIGHTS:
. . . the old solutions, built on the old ways of thinking, won’t always work anymore.