value added sale

I wrote an article for the March 2013 issue of Top Sales World Magazine that debriefs an actual sales call.  I’ve written more than 1,000 articles and I believe this one is the best yet!  The article effectively details an actual value-added consultative sales call which, because of a single incorrect question, quickly became a transactional, commodity-based, price-driven call.  The example is really striking because it so clearly shows that you can do everything correctly but asking even one question the wrong way can cause a salesperson to lose the opportunity to be a trusted advisor, and fall into the abyss of commodity sellers.