--- title: Coupling Insights in Your Pricing | The Sales Blog description: Being a consultative salesperson means more than selling a product, service, or solution. It requires that you couple it with your insight. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2015-01-20-at-7_12_09-PM.png --- ### [Now booking SKO meetings for 2026/27! 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They create a level of value based on the value of the product, the value of the experience, or the value of the solution. A [consultant](http://thesalesblog.com/blog/2011/02/08/you-are-not-a-consultant%e2%80%94you-are-a-salesperson/) does not sell a product, service, or a solution. A consultant sells their insight, their ideas, their change initiative. But now s[alespeople are responsible for having the insights](https://www.google.com/url?sa=t&rct=j&q=&esrc=s&source=web&cd=&ved=2ahUKEwiDnLmltP38AhW6k4kEHZ-NAA8QFnoECAwQAQ&url=https%3A%2F%2Fwww.thesalesblog.com%2Fblog%2Feffective-insights-and-the-secrets-to-insight-based-selling&usg=AOvVaw2HIfVmeNuhCOUKF5XxG0DI), the ideas, and the ability to lead change, while also selling the product, service, and solution. **Salesperson, Consultative, or Consultative Salesperson** If you lead with product, you are a pure salesperson. You can sell features and benefits, and you can let the product do the selling for you. But this is the fastest and surest way to be [commoditized](http://thesalesblog.com/blog/2010/04/15/how-to-become-a-commodity/). If you sell your service alone, you are also a pure salesperson. You can sell the features and benefits your service provides your clients, and you might be able to create a slightly greater level of value for your customers by coupling your product and your service offerings. If you sell your company’s solutions, you’re entering into the muddy middle between a salesperson and a consultant. It’s likely that you have some insights and ideas that differentiate you, but your competitors may have some similar ability to generate the same outcomes. If you sell pure insights, you are a consultant. A consultant does not have to sell a product, service, or a solution, even though some consultants may be paid for doing the work to implement the change they recommend. This isn’t true for consultative salespeople. So here’s the rub. If you sell your product, or service alone, it is difficult to charge for your insights. Being a consultative salesperson means more than selling a product, service, or solution. It requires that you couple your [insight](http://thesalesblog.com/blog/2014/07/08/this-is-the-paradox-of-insight/) with the products, services, and solutions that you sell, and that you capture some of the value that you create by charging a price that is greater than what you could sell the product, service, or solution for alone.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2015](https://www.thesalesblog.com/blog/tag/2015) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on January 20, 2015 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-05T3:24:37 AM", "datePublished" : "2015-01-20 19:31:33", "description" : "Being a consultative salesperson means more than selling a product, service, or solution. 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