The High Price of Transacting

This is a painfully awful blog post to write. But it is, in fact, the most horrific example of the high cost of transactional behavior I have ever seen. On July 17th, Malaysian Airline flight MH17 was flying over war torn Ukraine. The plane was 300 meters over the restricted … [Read more...]

The Differences In Order Acquisition and Client Acquisition

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There is a difference in acquiring orders and acquiring a client. You can acquire orders and not have acquired the client (or customer, as the case may be). Many business-to-business sales organizations get this wrong, especially when they need orders. They follow a sales … [Read more...]

The Danger in Occupying the Middle

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There are only two real business strategies, and businesses in the middle are being sucked into the gravitational pull of one of these strategies. The first strategy is lowest price, or transactional. To operate this strategy you have to drive costs out of the business. These … [Read more...]

Leading With Discounts and Offending Your Customers

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The poor salesperson that rang my doorbell had a wonderful deal for me. He said, “I have my trucks in the area over the next few days, and if you sign up for service, I can do it for half price.” I told him that I would accept his deal for half off the regular price, but then … [Read more...]

Transact Me? Transact You!

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I bought a new telephone. I liked it so much that I bought a new tablet from the same manufacturer. But the tablet didn’t work with my cellular provider, so I called them. Within minutes, my telecommunications company had me up and running. But the next day I made a change to my … [Read more...]

How to Create Greater Value

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If you want to move from transactional to consultative, here is where you start. Spend More Time in Discovery: Spend more time in discovery understanding your dream client's real needs. You want to understand the needs that they know how to express, and you want to understand … [Read more...]

Better, Faster, Cheaper

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There is an old saying that as a customer you can choose no more than two of these: better, faster, cheaper. You can deliver better and faster. But delivering better and faster comes with a higher price. It costs more to produce better. It takes a different level of capabilities … [Read more...]

Ten Mistakes That Kill Sales Opportunities

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Here are ten mistakes you can make that will cost your deal. Taking Shortcuts: Anything that you believe leads to a faster deal leads to a no deal. You can’t rush your buyer through the process because you are in a hurry or because you are behind on your number. Asking … [Read more...]

Transactional Selling to Avoid Conflicts Around Price

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The reason so many people want to be transactional and agree to a discount their price is that it eliminates one of the major areas of conflict in sales. If you agree to your prospective client’s price, then there is no conflict, you just say “yes” and you are off to the … [Read more...]

You Get What You Pay For. More Or Less.

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Cheap isn’t about value creation. It’s about the absence of value. It’s true that some segment of customers, regardless of any protestations to the contrary, uses price as their primary decision-making criteria. All things being equal, they’re right to choose price. But all … [Read more...]