Consultative Selling & Client AdvisoryThe prospect names a problem your product solves. Pitching now is the move that loses the deal.
Thirty items — 11 B2B selling situations, three evidence questions, a multi-select and 15 behavioural statements — measure whether you diagnose before you solution, quantify value, earn advisory trust and trade rather than cave. Five banded competencies, a 60% pass mark and a growth plan follow.
In brief
Consultative Selling & Client Advisory is an online assessment in AssessAll's Sales Excellence line, with 30 scored exercises taking about 30 minutes. It measures consultative selling, client relationship, negotiation & value and people acumen, plus 1 more. It is built for B2B account executives and solution sellers moving from transactional to consultative deals.
| Format | Online, one sitting |
|---|---|
| Duration | About 30 minutes |
| Scored exercises | 30 |
| What it measures | Consultative Selling, Client Relationship, Negotiation & Value, People Acumen, Stakeholder Communication |
| Built for | B2B account executives and solution sellers moving from transactional to consultative deals; Account managers and customer-success staff expected to advise, expand and renew; Sales managers hiring for consultative roles or diagnosing why discovery calls turn into demos |
| Scoring | Evidence-keyed |
| Report | Available immediately after submission |
| Currencies | INR and USD |
Every option is something a capable seller has actually done
The 11 situations follow a deal from first call to post-sale. A promising prospect mentions a surface problem you clearly address, and you could demo right now. A long-term client asks your honest advice on a decision where the best option for them earns you nothing this quarter. A buyer asks for a lower price and you want to protect both value and the relationship. The deal is signed, quota is met, and the question is what a trusted advisor does next. The options include the case-study send, the quick qualification, the tailored demo — and the one that diagnoses first.
Options are weighted against public sales, trust and buyer-behaviour research: diagnostic discovery before solutioning, value-based rather than feature selling, the trust equation and the leverage of low self-orientation, the multi-stakeholder buying group and multithreading, price objections as value gaps, trade-don't-cave concession discipline, buyer indecision versus status-quo bias and post-sale value realisation. Each weight has a written rationale. The bank is original AssessAll work; no branded discovery, challenger or qualification methodology is named or borrowed. Options that mislead, pressure or conceal score zero. Reverse-keyed behavioural statements catch the seller who agrees with every advisory sentiment.
The report bands Consultative Selling, Client Relationship, Negotiation & Value, People Acumen and Stakeholder Communication beneath a 0–100 score against the 60% pass mark, each with a coaching interpretation for the next call. A narrative generated from your own responses names which habit closes your deals and which quietly caps them. The growth plan is built from the lowest two, and the item review explains every weight, so the seller who demoed early can read exactly what the buyer never got to say.
What you walk away with
Consultative Selling, Client Relationship, Negotiation & Value, People Acumen and Stakeholder Communication each come back banded Emerging to Exceptional, with the overall 0–100 score shown against the 60% threshold. The radar shows whether you diagnose well but negotiate weakly, or hold price and lose trust.
Each band carries a coaching paragraph about what it does in a live deal — what Developing on Consultative Selling says in the first ten minutes, how Strong on Negotiation & Value answers a price request without either caving or stonewalling.
Built from your lowest competencies, the plan proposes specific disciplines: three diagnostic questions before any demo, a value quantification before any proposal, a second and third contact mapped in every open account. Each can be applied to a deal this week.
The item review shows your choice, the evidence-favoured option and the reasoning for the weight, and marks any option that scored zero for misleading or pressuring the buyer. Sellers who disagree with a key can read the argument and take it to their manager.
The report, in three panels
Illustrative sample — your report is generated from your own responses.
Every competency this test declares, scored from the items tagged to it — so the shape is yours, not a template.
One number, one band, and a two-sentence summary of what the band means for you — then the breakdown that explains it.
Assembled from your lowest competencies, in order — not a generic checklist.
Built for
- B2B account executives and solution sellers moving from transactional to consultative deals
- Account managers and customer-success staff expected to advise, expand and renew
- Sales managers hiring for consultative roles or diagnosing why discovery calls turn into demos
- Consultants, agency leads and professional-services partners who sell what they deliver
The buyer already knows what a pitch sounds like. Find out whether you sound like one.
Thirty items in about 30 minutes, then five banded competencies, a pass-mark result and a growth plan the moment you finish.
₹1,099 (incl. GST) · assessment and full report, nothing further to pay
Frequently asked questions
The difference between a seller who pitches and one who diagnoses, quantifies value and earns a durable advisory relationship. Five competencies — Consultative Selling, Client Relationship, Negotiation & Value, People Acumen and Stakeholder Communication — are measured through 11 B2B situations, three evidence questions, a multi-select and 15 behavioural statements. It suits account executives, account managers, customer-success staff and professional-services sellers working complex, multi-stakeholder deals.
Each option carries a weight keyed to published sales and trust research with a written rationale, and any option that misleads, pressures or conceals scores zero regardless of how well it might work once. Experience helps only if it has taught the right lessons; the situations are built so that the confident, momentum-preserving move — demo now, send the case studies, hold firm on price — is often the weaker one. The overall score is shown against a 60% pass mark.
About 22 to 30 minutes within a 30-minute window. You receive a 0–100 score against the pass mark, five banded competencies with coaching interpretations, a radar, a narrative generated from your own responses, a strengths-and-development summary, a growth plan built from your lowest competencies and a full item review with the evidence behind each weight. The report is complete on delivery and there is nothing further to unlock.
In hiring, the competency bands structure the interview — a candidate Developing on Consultative Selling is asked to run a live discovery on the interviewer's business. In coaching, managers use the item review to pair a rep's weakest pattern with real call recordings. Individually, the growth plan is the discipline list for the current pipeline; retake after two quarters and compare bands.
Yes. The situations describe generic B2B buying — a first call, a price request, a signed deal, a departing champion — with no regional pricing or regulation, and the research base is international. Sellers in India, the US, the UK, the Gulf and Southeast Asia sit the same 30 items and receive the same report. It is priced in INR and USD, and the price on this page is the whole price.
Foundation, core selling, specialist and sales-leadership bands — every one an original situational-judgement bank with weighted partial credit, a stated reason for every option, and ethics scored to zero on a mis-sell. Hire with the band that matches the role, or develop with the one that matches the gap.
See every sales assessment →Methodology: Original AssessAll scenarios and items operationalising public, well-established sales, trust and buyer-behaviour constructs: diagnostic needs discovery and the discipline of not solutioning early; value-based selling (identify-quantify-communicate-verify) versus feature selling; the trusted-advisor trust equation and the leverage of low self-orientation (Maister, Green & Galford); the modern self-directed B2B buying journey and the multi-stakeholder buying group, with multithreading versus single-threading; objections as value gaps and the price-objection-as-value-gap principle; trade-don't-cave concession discipline, anchoring and BATNA (Fisher & Ury); buyer indecision versus status-quo bias and de-risking the decision; and post-sale value realisation and expansion. Situational-judgement scoring is literature-keyed with a documented per-option rationale citing the evidence for each weight. Generic public constructs only; no trademarked sales-methodology names (such as branded discovery, challenger, or qualification frameworks) and no vendor-coined vocabulary are used, and no items are copied or paraphrased from any branded programme or assessment. Flagship items are tagged for optional human SME validation.
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