Skip to main content

The difference between making a sale and facilitating a business transaction.


When it comes to business, specifically sales in general, many of us get lost in the transaction. What I mean here is, a transaction differs vastly than making a sale or when influence is used to close a deal.

For instance: A customer walks into Walmart and decides to buy a TV. In this case, the customer already knows the brand/size he wants and proceeds to the checkout counter. Walmart may have put the item on “sale”, but this is known as a transaction.

The next customer walks into Best Buy looking for a TV, and decides to ask for help. The sales rep in turn goes through the selection of available TV’s, while using his influence to persuade the customer, in hopes of getting a decision. The “sale” happened when the customer walked out with a bigger and better TV than initially planned. In this case, the sales rep was not just “taking an order”, or facilitating a transaction.

This is where most salespeople get it wrong. It sounds simple, but to be an effective salesperson, one must know how to “sell”. Taking orders may be part of the job, but it’s not all of it. We see it in the flooring world all the time. Example: A territory manager gives away a display to the retailer, hoping for an eventual order. In this case, the dealer takes the display and sets it up in their showroom, mainly because it was free. At this point, the only leverage the sales rep has is his relationship with the dealer. The problem is, the competition has the same relationship and they also have free displays. Now what? At this point, the rep is left hoping their product is chosen. See what I am getting at here? The sales process gets lost in the transaction. 

Why is this important? If you are a sales professional, and you are looking to grow your territory/income, you must “sell” more often. The object is to close the deal by using knowledge, confidence, and persuasion. A little passion helps too. Although making a sale differs from facilitating a transaction, it is important to understand the difference. For this reason, the more you “sell”, or deals you close, the more transactions you can process.  

Lastly, if you want to “sell” more, focus on your attitude and how you approach the customer. Moreover, you should always craft your approach to the customers needs/wants. Remember, being in sales is a lifestyle, and your “style” counts. 



Comments

Post a Comment

Popular posts from this blog

Solid Vs. Engineered Hardwood. Which is better?

In this article I will cover the difference between engineered and solid wood flooring. I often get asked; is engineered hardwood actually real wood? The answer to that question is: Yes! There are some who think that engineered wood is inferior to its solid counterpart. Solid wood has its benefits, however it is not necessarily better than engineered. Actually, the opposite just may be true. Engineered hardwood has a cross-plywood construction, with a solid wood veneer laminated to the top. Solid hardwood is just that, solid. Both styles range in thickness from 5/16 to 3/4 inch. Both types of floors come prefinished or unfinished and come in a variety of widths and styles. There are several benefits to engineered hardwood. Here are just a few. Engineered hardwood is more dimensionally stable than solid wood flooring. Engineered floors can be glued down directly to concrete, floated or stapled. They can be installed above, on, or below grade. Engineered floors are less prone to cupping...
33 comments
Read more

Hardwax Oil vs. Urethane Finishes

In the early to mid 1980's,  a new type of urethane fini sh entered the market; water-base urethane was the new craze. With the entrance of water-base into the market-place, contractors quickly began to realize its value. The new water-base finishes added extra durability, dried much faster than its counterpart, and reduced the amount of labor hours. Prior to urethane finishes, hardwood floors were often sealed with multiple layers of shellac (lacquer was also popular); contractors would apply a coat of hot wax, which acted as a protective barrier. Finally, contractors would then polish the floor; finishing it up. Now, almost after a half of a century, the new craze is here; "Hardwax Oil".  Made from waxes and oils, such as carnauba and parrafin wax, and natural oils, such as sunflower and linseed. Hardwax Oil is quickly gaining favor in the hardwood finish industry. So, the question is, which is better. Urethane or Hardwax Oil?...
10 comments
Read more

The Valinge Locking System

If you are looking to purchase a new laminate or hardwood floor and you plan on doing it yourself, then I recommend buying Robina. Robina laminate and hardwood, both feature the Valinge locking system. This locking system is the best on the market today and is the easiest laminate/wood floor to install ever. Valinge produces a 2G and a 5G locking mechanism. The 5G versions are used on all 12mm laminates and all 1/2" wood products. The 2G systems are used on 8.3mm laminates and 3/8" wood products. The main difference between the 2G and the 5G is that the 5G products has a plastic clip on the end of the boards, the 2G does not. However, both locking systems work identically. The big advantage Valinge has against its competition is that there is no need for a tapping block or hammer. This product drops and locks right into place with no beating or banging. The Unilin system requires a tapping block and hammer (which could damage the floor) and is more difficult to install. The V...
4 comments
Read more