Understanding and Defining “Transactional Sales”

sales techniqueOne of the simplest sales to close is the “transactional sale”.  These involve a client that understands exactly what they need, know how they want to implement it, and are simply seeking a provider to deliver it to them.  Little or no knowledge is required on behalf of your sales team in terms of the client requirements aside from those that they’ve already outlined to complete the sale. 

These clients will generally make their selection of product or service providers based on price or ease of acquisition.  It is important to understand the mindset of these individuals, as they often are quite irritated by lengthy sales pitches or extensive sales meetings.  Instead, be sure that your sales staff understands that these clients will seek a transaction without risk, hassle, or extensive time requirements. 

Large retail outlets like Wal-Mart fall into this category, as they do not need the insight of a sales person.  The corporation knows what they want to provide and are simply looking for an organisation that can provide it.  This trend is growing, as information is much easier to come by.  Research used to be niche oriented, and while industries like sales still requires a knowledge base built on much more than a bit of research time, industries like the medical field and accountants have learned that much of their clientele is now made up of transactional sales.  An entirely different approach is required, and if you brief your team regarding the nature of a transactional sale, their success rate will escalate rapidly.

Whitepaper: How to Sell to Customers at a Premium

Sales Discounting
Download our latest whitepaper:
"How to Sell to Customers at a Premium".
This free whitepaper provides some great sales strategies to employ and some to avoid.
Download it here.