Transactional Based Selling

The Five Impulses

GreedFear of LossThe Jones Theory IndifferenceSense of Urgency

The Five Impulses

Greed – your friends will be envious of the object you bought/all the money you are making

Fear of loss – we are only letting select people in on this

The Jones Theory

Correspondent Inference Theory - is a psychological theory proposed by Edward E. Jones and Keith Davis that ‘systematically accounts for a perceiver's inferences about what an actor was trying to achieve by a particular action’

The Jones Theory – I just sold to someone in your street/town/country, everyone is getting in on this

The Five Impulses

Indifference – this is a clever one thrown into the mix. ‘Look I don’t want to waste your time or mine – if you don’t want this then lets forget it …’

Sense of urgency – This offer will run out tomorrow

Limitations

The transactional selling approach is most suited in B2C environments where customer relationships are not required, deemed unprofitable or almost impossible to maintain after the immediate sale

There are usually fewer opportunities for crossing selling or up selling

These traits tend to be more apparent in low dollar value sales i.e. umbrellas, computer keyboards, mobile phones, broadband provider and etc