Consultative conversations is the best way to discuss, transfer and implant ideas into reality. Independent and undiscussed issues in personal or professional lives are difficult to get resolved. Seeking the wise approach of someone more experienced than you would help you to reach the solution. Consultative conversations are open dialogue communications between two or more participants generally in a business to discuss, analyze and get a solution of the customer’s problem. The participants can be teacher-student, marriage consultant- couples, doctor- patient, sales professional – customer or business consultant- employer. This conversation is more focused on the ideas, problems and needs of customer than on the product or service to be sold. It requires us to spend time with customer to understand his primary problems and then find out a satisfactory solution.

It is also called “Solution Based Selling.”

Consultative conversation is an open end communication and can be achieved by the following ways:
-Balancing topics and issues of conversation with genius insight and hold on the knowledge about the topics. A deep understanding of your business, client’s expected problems is helpful in gaining the trust of client.

The conversation must be open and clients should be given freedom and time to address their problems. There must be humanitarian understanding between the client and consultant to make the former comfortable in explaining himself.

The seller or consultant needs to have trust on his product or service and should present the product with genuine conviction and honesty.

The client should be guided to reach out to the solutions of complexities of business challenges. Although the communication must be open ended, but the consultant needs to guard the direction and motive of conversation.

To get an assured feedback of the client with humbleness and generosity is very important at the end of conversation. Whether it is a positive or negative , the seller or consultant must appreciate his client’s response. When the client is dissatisfied with the solution, he automatically promotes the way to find out more reliable and accepted solution.

Storytelling is another excellent way to attract the clients and assure their involvement in the conversation. It is a good way to relate and explain physical topics through an interesting story. By creating imaginary visualization amongst clients about the success of business or problem solving techniques, the chances to win client’s trust and approval increase automatically.

Researched analysis about the product, accurate knowledge about the issues in services, a flexible approach to accept the negative response are helpful in gaining the trust of client. A client satisfied with the deep knowledge of his seller would not waste his time to seek or hire new service providers and would maintain long term relation with the same business.