Consultative selling is a type of sales style where the sales person acts as a consultant to the customer, thus adding value through expertise in the product and discriminating the customer’s needs. These days, it is a common way of selling as products become more complex and sales cycles stretch out. The consultative selling consultants relies on building trust between the customer and the sales person and the customer also relies on the sales person to guide the selection process. The key difference between consultative selling and other kinds of selling is that in consultative selling, the sales person is more knowledgeable than the customer and the customer trusts that knowledge. Read more at: http://it.toolbox.com/blogs/insidecrm/consultative-selling-with-crm-78912