There are three approaches to being consultative. The advisor role educates and guides a consumer to shape a solution but ultimately allows the customer to choose their best option.
The concierge role does more decision making allowing the customer to choose from a few specific options.
The coach role encourages customers to achieve goals by creating a plan to address a specific problem, nurturing
and encouraging them to achieve a desired end state.
All three roles place the customer’s happiness above monetary gain.*
