Consultative Selling & Client Advisory
Measures consultative selling and trusted-advisor capability — the difference between a seller who pitches and one who diagnoses, quantifies value, and earns a durable advisory relationship. Items are realistic B2B selling and client situations where every option is something a capable seller might do — the strongest reflects what the sales and trust research actually shows. Scoring is keyed to that evidence: diagnostic discovery before solutioning, value-based versus feature selling, Maister's trust equation and self-orientation, the modern multi-stakeholder buying unit and multithreading, price objections as value gaps, trade-don't-cave negotiation, buyer indecision versus status-quo bias, and post-sale value realisation. Behavioural-tendency framing and equally-credible, misconception-anchored options make it resistant to guessing and faking. A stretch band raises the difficulty to subtle, high-stakes deals. Administration time: 22-30 minutes.
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