Episode 3.1 From Needs Discovery to Consultative Selling

In this episode of Selling That Solves Problems, Dr. Derek, Becca Voss, and Grant Keller introduce consultative selling as a customer-centered approach built on discovery, expertise, trust, and ethical recommendations. Students learn how to move from needs discovery to relevant recommendations, connect product features to customer-specific value, explain tradeoffs honestly, and avoid recommending solutions before they understand the customer’s real situation.