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...]

Stop Competing Against Transactional Value

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. If you are competing by creating a higher level of value, then you can’t try to … [Read more...]

Stop Being Transactional and Start Being Consultative

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Stop trying to sell product and start focusing on how you help your client with business outcomes. Stop trying to talk features and benefits and start developing the business chops that is business acumen and situational knowledge (You need to sound like you work in business, … [Read more...]

The Limited Value Of An Email

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It takes a lot of email messages to make up a single telephone conversation. I don't have a mathematical formula, but my guess is that if the conversation is of some small importance, 11 email messages may make up a single, short telephone conversation. If the conversation is … [Read more...]

How to Turn a Transactional Relationship Consultative

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When you engage a new prospect for the very first time, you have to decide whether or not you are going to be a transactional salesperson or a consultative salesperson. Your dream client doesn’t know who you are, and they are going to do their best to discern how to think about … [Read more...]