V Skill HF-D8.1-003 cross-sector 11 skills
Consultative selling
Explores the question behind a customer question, links it to a fitting solution and substantiates the proposal with customer benefit.
How hrmforce measures this
- Assessment method
- Assessment centre · rho 0.29 (SD 0.09)
- hrmforce instrument
- Competency Check, 360 Feedback, Work sample test
- Competency (50-framework)
- Persuasiveness
- Trainability
- high
- Demand outlook 2026 to 2030
- rising
Multiple exercises, multiple assessors, dimension-wise scoring.
Behavioural anchors
| Level | Behaviour at this level |
|---|---|
| N1 Guided | Asks the prepared open questions in a sales conversation and summarises the customer need out loud. works under supervision and follows instruction · routine, one variable at a time · own task |
| N3 Proficient | Uncovers the underlying interests of several counterparts by probing and adjusts the proposal to these during the conversation. sets own approach and seeks input proactively · several variables, some ambiguity · own team or process |
| N5 Leading | Guides complex sales processes with several decision makers, designs the conversation method and trains colleagues in applying it. sets the standard and the policy · strategic, under high uncertainty · organisation, value chain or profession |
N2 and N4 are deliberately not anchored. Raters place them between the anchors, following the O*NET convention.
Underlying skills
These skills inherit the assessment route and the behavioural anchors of this construct.
| T | Skill | Definition | Demand outlook 2026 to 2030 |
|---|---|---|---|
| V | Running a discovery call Discovery call | Runs a first exploratory conversation clarifying the situation, problem and desired outcome of the customer. | rising |
| V | Conducting a customer needs analysis Needs analysis | Investigates with questions and observation which needs, requirements and constraints apply at the customer. | rising |
| V | Presenting the value proposition Value proposition pitch | Explains in customer language which problem the offer solves, what it delivers and why this offer. | rising |
| V | Giving a product demo Product demo | Demonstrates a product or service live and links each feature to a concrete customer benefit. | rising |
| V | Handling objections Objection handling | Takes objections on price, timing or risk seriously, probes further and offers a substantiated answer. | rising |
| V | Asking SPIN questions SPIN selling | Uses situation, problem, implication and payoff questions so the customer formulates the need. | rising |
| V | Using customer cases as proof Customer reference | Brings in a comparable customer situation with results as substantiation of the own proposal. | rising |
| V | Presenting a proposal to management Executive presentation | Presents a proposal to decision makers, explains the core in minutes and answers critical questions. | rising |
| V | Configuring a tailored solution Solution design | Combines products, services and conditions into a package that fits the situation of the customer. | rising |
| V | Mapping the customer decision process Buying process mapping | Finds out who decides, who advises, which steps follow and which criteria are applied. | rising |
| V | Writing a client advisory report Advisory report | Writes a report with findings, options and a recommendation the customer can weigh independently. | rising |