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