B2B transactional sales, the advisory role

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Therefore, the objective is to close the sale in the short term, as quickly and efficiently as possible since knowledge, impact and price do not require excessive time to increase experience, analysis or assessment.

This B2B transactional sales approach is used in all sectors without exception , strategically differentiating which products/services can be implemented because they meet these required variables and which ones cannot.

In most cases, the same company has products/services with honduras mobile database B2B transactional sales actions and others with B2B consultative sales actions .


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B2B consultative sales .

On the contrary, consultative B2B sales action is recommended when the context for the purchase decision requires a greater participation of our rational brain (neocortex). Consultative B2B sales requires knowing the level of experience, analysis and assessment that our interlocutor has and needs to have. This is necessary because in this sales action we have to provide the difference between them. The role of advisor is used and this must gain the trust of the interlocutor (if they do not feel you as such, you will not get the trust or the sale). This is where it is said that it is necessary to know our interlocutor in depth. What difference in the level of knowledge, analysis and assessment he has is what he needs to decide in favor of what I have and that solves the problem that he recognizes having? And this can only be achieved by correctly answering these questions:


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What is your real problem?

What do I have that solves it?

What level of knowledge do you have and therefore what should I provide?

How complex is the analysis going to be and therefore what should I provide?

What variables are included in your assessment and therefore how should I approach them?



In this sales action, the skills of the sales team are particularly important . They must adapt to each interlocutor. There is no single way to facilitate progress along the 3 steps needed to make a decision in your favour (experience, analysis and assessment); you have to find the best way for each one.