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Selling installation services along with your product is not consultative.  Neither is training, RFP responses, fulfilling orders, or selling to those who already know what they need.  Most of these things are sold on price alone.  There may be a hint of existing customer loyalty, but in today’s economy, don’t expect that to last.  If you are dealing with purchasing, IT, or other procurement functions primarily, consider yourself a transactional product sales person.  This role is destined to be replaced by Google.  Now is the time to rethink your strategy…don’t give up, instead get a plan to transform your sales in 2011!

© 2010, David Stelzl