Consultative selling uses questions and attentive listening to guide a recommendation based on what the customer needs.
A customer asking for a gift may have a recipient, occasion and budget in mind. The advisor draws those details out, listens to the answers and explains why a particular option fits. A follow-up question can change the recommendation. In fragrance retail, for example, learning that the recipient already wears a certain perfume gives the advisor a reason to explore a related scent or suggest something different. Each recommendation should be traceable to something the customer said.
In job listings
Parfums Christian Dior’s Glasgow beauty advisor posting required previous experience in consultative luxury sales. The advisor was also to present and apply beauty products for customers. In that setting, asking about the customer’s routine can guide which product to demonstrate and what to explain about its application. Search local jobs for “beauty advisor”.
