Sales Podcast Transactional vs Relationship Focused Selling

Today’s podcast comes from a question submitted to me by Dave Macdonald via twitter (@davemacdonald).  Here’s what he asked: “What are some sound strategies to ensure that positive or negative momentum doesn’t result in purely transactional behaviour?”

Twitter for Sales

It’s an interesting question. Falling into being transactional when things are going well or when things are not going well is a bad long term sales and business strategy.  Non-transactional selling is relationship based, focused, purposeful and customized for your client and market. I answered his question via podcast. If you have a sales question you want answered follow me on Twitter.

Here’s today’s podcast:

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March 18, 2009 · Filed Under * Sales Podcast, Managing Complex Selling Relationships Blog, Sales Articles, Sales Blog, Sales Training, Selling In Turbulent Times, iPhone Podcasts

Comments

  • I think mental attitude is a huge differentiator between relationship and transactional sales. So many sales calls that I recieve now are very much about getting something from me right now as opposed to exploring my long term goals and strategies. Too many people are concerned (quite rightly) about the 'now' that they are sacrificing the longer - and more profitable - relationship. Panic may be the reason why this happens but I want to know that if I am going to buy from someone then they have my interests at heart... which doesn't come accross in the short sell.
  • I really enjoyed the podcast. If we can get into the habit of establishing good relationships with buyers in good times, they will have more patients with you in tougher economical times.
  • Thanks! Like with so many other habits, there's never a great time to take the extra moments to be customer-centric, but there's certainly something to be said for personal accountability no matter how the general market is doing.

    I think you hit on something in that the genuinely transactional sellers of the past several years are starting to dry up and I think that should be the ultimate lesson for those of us working through the current economy: When things get busy, we need to be investing in the future in the event of downturns or times we simply need our customers to bear with us.
  • Great podcast. Very informative. It's so important to keep the relationship based selling going and not fall into the lull of being transactional.
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