Consultative selling transforms the sales conversation from product-pushing to problem-solving. Instead of leading with features, consultative sellers ask questions, listen deeply, and position solutions that address specific client challenges. The best consultative sellers prepare thoroughly before meetings. They understand the prospect's situation, goals, and pain points before picking up the phone. This preparation enables them to ask insightful questions and offer relevant solutions from minute one. Talkpoint supports consultative selling by gathering context before your meeting. Prospects complete a structured scan that reveals their challenges, priorities, and decision criteria. You receive category scores and AI-generated talking points that help you consult effectively rather than pitch blindly.
How it works
From scan to conversation in three simple steps
Design discovery questions
Create a scan with consultative selling questions about challenges, goals, and decision factors.
Gather context first
Send the scan before your meeting. Prospects share their situation in their own words.
Consult with confidence
Use category scores and talking points to address their specific needs. Demonstrate understanding from minute one.
What you get
Everything you need to start better sales conversations
Pre-meeting intelligence
Understand challenges, goals, and priorities before the conversation begins.
Needs-based scoring
See where prospects score high or low across their stated needs and readiness.
Solution positioning
AI talking points help you connect your solution to their specific challenges.
Trust building
Reference their exact words and concerns. Show you've done your homework.
Discovery efficiency
Spend meeting time on solutions, not basic fact-finding. Consultative selling becomes faster.
Client-ready reports
Share branded summaries that demonstrate your understanding of their situation.
When to use this
Common scenarios where this approach adds value
Complex solution sales
When your solution requires understanding client context to position effectively.
High-value services
Consulting, professional services, and advisory work where trust is essential.
Discovery calls
Prepare for discovery by gathering context beforehand, then spend call time on solutions.
Competitive situations
Differentiate through understanding. Show prospects you grasp their needs better than competitors.
Example talking points
AI-generated conversation starters based on scan responses
- 1You described efficiency as your top priority. Let me show you how clients in similar situations have reduced manual work by 40%.
- 2The timeline pressure you mentioned—needing results this quarter—means we should focus on quick wins first.
- 3Three stakeholders need to align on this decision. I can prepare materials that address each of their perspectives.
- 4You've tried solving this internally without success. Here's what was different about successful implementations we've supported.