Customers know what they want, and they are price shopping for lead times. They may be willing to forfeit a specific feature if it can save them a lot of money.

In transaction selling, clients don’t value the role salespeople perform, and usually prefer that salespeople are excluded from the process altogether. Sometimes, buyers like to see sellers replaced by web-based conversations and text/chat, through which they get direct and short answers.

When should you use transactional selling? It’s best used in high volume, high velocity, inbound, low-cost sales. Usually, ACV (average contract value) is less than $1,000, the sales cycle is less than 30 days, and each AE is selling more than 20 deals per month.

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