Transactional vs. Consultative Selling

There has been a major focus on becoming “more consultative” as a sales person over the last several years. The fact is that many selling organizations have products and services which are sold in both transactional and consultative environments. The best sales professionals do not favor one skill over the other; they are effective in both. Being effective requires sellers to align with their customers buying preference. The Transactional vs. Consultative Selling course will not only help you understand the differences between these two environments, it will develop your specific skills and give you tools to help with the transactional buyer.

Target group

Early to mid-career sales professionals

Topics

• What is the difference between a transactional buyer and a consultative buyer?
  
• How do you differentiate in the transactional environment?
  
• How hard is it to change suppliers?
  
• How do you create value for a transactional buyer?
  
• How is your strategy different when you are the incumbent and when you are not?

Approach 

The training course is instructor led and is designed to be highly interactive with practical exercises and role plays. All modules conclude with Commitments to Action (CTA’s) which ensure that the learning is applied in the field.

Duration

1 day  

Course Objectives 

After this training course, you will be able to:

• Understand the differences between Transactional and Consultative buyers
• Differentiate yourself and your products/services with a Transactional buyer
• Use the Customer Lifecycle tool to create value for your customer and execute a strategy to win

Follow Up Courses

• Sales Call Execution
• Advanced Selling