Changing Transactional Selling into Consultative Selling

Architect & implementer of effective sales programs

Jerry Scher, past president of PRISCO, Printer’s Service Company, has more than 40 years of experience in business management, sales and marketing. He has led an array of business development programs to help organizations improve selling techniques. A dynamic educator and seminar leader, Scher will fill the pockets and notepads of attendees with ideas on how to transition their sales forces to be more effective over the next decade. Scher will dissect how transactional selling is commodity-based and focused on price and an outdated and ineffective method for businesses to gain market share. In a properly executed consultative selling model, a customer would pay for the sales representative’s time due to the rep’s expertise in the service they are selling.