2.  Greed
 Fear of Loss
 The Jones Theory
 Indifference
 Sense of Urgency

3.  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

4.  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

5.  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

6.  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