Dear Mary: I’ve been in sales for 4 years. Yet I still struggle to navigate effectively between a transactional sale and a relational sale. How can I effectively bond with my prospects to tilt my sales engagements to be more relational?
--- Selling at the surface
Dear Selling at the surface, We are all familiar with transactional sales- we do it all the time. We might purchase something from a big box store– arrive, shop, stand in line, pay and leave. No relationship established. It’s all about the transaction.