Sales
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From Transactional Selling to Selling Solutions Terry Forsey |
There is no one 'style' of selling. Every business develops its own style often tied to the processes that grow up over many years. Some styles evolve and others remain stuck in the past with consequences for the company concerned. However all these various styles can be put into groups that can be loosely characterised as either Transactional Selling or Selling Solutions. Over time selling has evolved. It used to be the FAB (Feature Advantage Benefit) approach which was in its day a considered and successful way of closing business. At the end of the 1990’s this changed into the selling solutions approach. The move to selling solutions was created by the development of more and more competition, much more savvy buyers and the need to influence the decision makers at an earlier stage in the sales process. Whether you are selling commodities in a transactional environment or selling complex services or products in a solutions based sales environment, it is essential that you use the appropriate and most effective selling techniques for what you are selling and to whom you are selling. Click to Download  |
