During the past 90 days, I have been secretly selling multiple ways.  On one third of our opportunities, I have been selling the way we teach – using a formal, structured sales process with a consultative approach.  On another third of our opportunities (inbound leads),  I have experimented with a more transactional approach, although even that has a consultative element because I can’t help but ask some good questions.  It simply means that I show and tell much earlier than normal.  With the remaining third of our leads, I have experimented with allowing the buyer to dictate the process.   My buyer-dictated approach included a little push-back because I can’t allow a potential client to take the wrong approach to a solution.  

Want to know what happened?  Look at the table below: