Anti-Transactional Selling with Bill Keeler #266

Today’s guest is Bill Keeler, founder of Market Makers, a small business sales development company based in Richmond, Virginia. Market Makers works with local and mid-sized organizations to grow their top-line revenues and does by offering different services to locally owned companies. In this episode Bill shares his views on anti-transactional selling. In fact, he doesn’t believe in selling, he believes in buying. Only the buyer can make a decision, not the seller. Despite what some sellers think, you can’t make prospects buy.

Four Step Anti-Transactional Sales Process

During the sales process, Bill asks the following questions and fills out a form. Busy clients appreciate the moment for self reflecting on their business.

Take an “anti-transactional selling” approach when selling
Identify your clients and sort out A, B, C and D:
- A: Clients who are a perfect fit
- B: Similar to As, but somewhat different
- C: retail buyers, who fit sometimes
- D: never sell to them, they never fit
Figure out what makes you unique, why customers buy from you.
Provide help with staff, tools and process to prop up areas they struggle

Once you know what they need you can prescribe the RIGHT prescription.

Every meeting is a sales meeting or a meeting with someone who can help you with the next sale.

How To Find Bill Keeler

You can find Bill’s marketing agency at marketmakers-ideas.com/ and his thoughts on Anti-Transactional Selling
This is his LinkedIn profile linkedin.com/in/bill-keeler-79561312

How To Find Captain John Helmers

- Here are the photos of the graduation ceremony on Facebook
- This is his the Captain John Helmers LinkedIn profile
- Post on LinkedIn with photos
- Newspaper article
- What is Army Ranger School
- Here are the photos of the graduation ceremony on Facebook

How to Prospect and Generate Leads

Turn those meetings into business. Listen to these past episodes now!