One of the challenges with believing that Level 1 Value (the value in your product itself) is enough to create a preference to change providers, is that it leads to behaviors like sending a quote. Even if you sell a pure commodity, unless your…Continue Reading
Posts Tagged ‘transactional sales’
Here is a shorthand for thinking about the differences between transactional sales and complex sales:
- Transactional sales have a high frequency and low significance, which means when a prospect makes the decision all the time without any…
A Zen Master I know, Genpo Roshi, wrote a book called Spitting Out the Bones. The book title is something his Master said to him about Zen. His Master told him that he must “swallow the whole fish and then spit out the bones.”
A lot of us, your…Continue Reading
In the future, you are likely to find yourself occupying one of three spaces in your market place. Those places will be super-transactional, super-relational, or the muddy middle.
Amazon.com is super-transactional. Before Amazon.com and Kindle,…Continue Reading