Transactional based selling
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Transactional based selling

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Transactional based selling Presentation Transcript

  • 1.  Greed Fear of Loss The Jones Theory Indifference Sense of Urgency
  • 2.  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
  • 3.  Correspondent Inference Theory - is a psychological theory proposed by Edward E. Jones and Keith Davis that ‘systematically accounts for a perceivers 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
  • 4.  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
  • 5.  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