Are you a vendor or a partner? Whitney Faires argues that "transactional selling" is a relic of the past. To survive today's complex B2B landscape, you must master the human elements of the deal. High-impact performers focus on three pillars:
Meaningful Urgency: Tying solutions to real business risks, not fake deadlines.
Radical Consistency: Building an untouchable reputation through reliable follow-through.
Ethical Outcomes: Prioritizing "win-win" deals that ensure long-term referrals.
By balancing disciplined preparation with genuine empathy, you transform your sales desk into a value engine.
