The idea
The consultative style slows the call down. You ask more than you assert, and you only ask for the business once the buyer has described the problem in their own words. The practice guides in our Learning Hub are written in this style.
What it trains: Staying with the problem long enough that the ask becomes obvious.
How it works
Questions before claims
Coach more questions than statements. The buyer should do most of the talking.
Their words, not yours
Only ask for a decision once they have named the problem themselves.
No manufactured urgency
A reason to act now has to come from their situation, never from you.
Say when it does not fit
If the fit is genuinely poor, saying so is the right move, and it builds more trust than a stretch.
When it fits
Good for
- Considered purchases and repeat relationships
- Buyers who distrust salespeople
- Sellers who talk too much
Less suited to
- Calls where you must close today
- Buyers who want a quick yes or no
How Selly coaches it
Selly slows you down. The hint is usually the next question, and it only points you at the ask once the buyer has named what is wrong. If the fit is poor, Selly coaches you to say so.
The buyer you practise against
An owner for whom some things about how enquiries reach them work and some do not, and nobody has asked about it in a while. They open up to patience, but they make you earn each answer.
In every style, Selly marks down anything invented to win a point, and a clear refusal ends the call.