False Choices: Transactional Versus Solution Selling Approaches
Partners in Excellence
DECEMBER 9, 2019
Often, I get into conversations about the sales approach a company deploys. There are questions of, “should we be transactional, product, solutions, consultative focused?” ” Others have a biased view based on what they perceive as the complexity and impact of their offerings, “We want to be a high value add partner and want a solutions based approach to selling.” For example, in the early 90’s, I was EVP of sales for a company.