Much of the time, I find that far too many sales reps cannot or just simply refuse to understand the difference between a transactional and a consultative sale. To them, a sale is a sale and the bigger the deal, better the wrangler (read rep). In some ways this is downright true and in other ways that sort of thinking will lead you into a dead-end at high speed. That metaphor implies that you don’t just stop and turn around, but crash headlong into a wall instead – that translates into creating a dissatisfied customer, who will never use your service again and will probably bitch about your brand and the hard time you gave them.

So all you slightly over-eager sales reps out there, here you go: I give you the definitive guide to differentiating transactional and consultative sales.