Which selling technique focuses on understanding and addressing customer needs?

The focus of consultative selling is on understanding and addressing the specific needs and concerns of customers. This technique positions the salesperson as a trusted advisor rather than just a seller. By engaging in meaningful conversations and asking insightful questions, the salesperson can uncover the customer's pain points and preferences. This understanding allows the salesperson to tailor solutions that truly resonate with the customer, ensuring that their offerings align well with what the customer is looking for.

In contrast, hard selling often emphasizes pressure tactics and pushy sales techniques that prioritize closing the deal over the customer's actual needs. Cold calling is largely about reaching out to potential customers who may not expect contact, focusing more on initiating a conversation than understanding existing needs. Impulse selling typically capitalizes on spontaneous buying decisions rather than a deep understanding of customer needs, often leading to purchases driven by emotion rather than fulfilling specific needs. Overall, consultative selling stands out for its commitment to fostering relationships and providing customized solutions based on the thorough understanding of customer needs.