What is a consultative speech? A consultative speech is a type of sales speech that aims to persuade the client to take any action, even though the client is not in the position of making a decision. This is the opposite of an argumentative speech, and it can be pretty effective if delivered well. The speech is provided by a salesperson or a marketing professional, often using jargon and business phrases that the client might not understand. Consultative conversations are delivered in many different situations, including marketing new products and services to clients or improving upon the services already provided. They are sometimes also used when the client needs advice about something that they have not researched or where they need help about an aspect of their business that they are unsure of.
Consultative conversations should aim to improve the quality of the service that the client receives. The aim of the speech should be for the client to think more clearly, and also for them to be more willing to act on the recommendations that are given. The consultant will casually speak to the client and talk to them in a friendly way. Sometimes, the consultative speech may even include jokes, which depends entirely on the individual client and the circumstances.
The first part of a consultative speech is the introduction. This is often the most important part of the entire speech, as this is the section that gives a brief history of the situation, how the client came to be in the situation in the first place, and perhaps some history of the company. During this section, the consultant should be most tactful and speak to the client in a way that shows the client that they are respected, appreciated, and cared for. However, it is often the case that a more serious and detailed answer is best provided elsewhere in the document.
The second part of what is a consultative conversation is the recommendation. This is where the company would offer an alternative course of action to the situation that has arisen and why it is better than what has occurred so far. An excellent consultative speech should make the client see that they have choices available, rather than just accepting what has happened. The advisor may need to spend a few seconds describing all of the options open to the client, but it is worthwhile. The advisor will be careful not to suggest that they will be the best option, as this could be perceived as bias by the client.
The consultative conversation is necessary because it allows people who are listening to someone to give thought and consideration to what is being said. The audience is not just there to hear what the speaker has to say but also to provide input. The audience may offer many suggestions and actions that could lead to the best solution or outcome. With all the listening and input, the results can be very beneficial.