Are your customers just transactions?
Today, I trained a four-person sales team on the differences between transactional and consultative selling.
Here's a breakdown of the biggest differences:
Target outcome:
- Transactional: Sell a product
- Consultative: Provide a solution
Nature of the sales conversation:
- Transactional: Lead with features
- Consultative: Lead with questions
Timeframe:
- Transactional: Short-term transactions
- Consultative: Long-term relationships
Salesperson's % of the time talking:
- Transactional: 80%
- Consultative: 20%
The reason why they're changing from transactional-based selling to consultative?
Despite thousands of inbound leads, they suffer from 60% customer churn yearly.
The CEO realized they needed to stop seeing their customers as transactions and instead as real people who need a trusted advisor.
Best,
CQ
