You’ve no doubt heard the adage that a picture is worth a thousand words.  We don’t have a picture so we’ll make use of the lesser-known adage that an equation is worth five hundred words.  This equation describes the layman’s knowledge of the field of sales:

sales = selling

Makes sense…to the layman.  But at its heart, sales is not about selling.  That’s right:

sales ≠ selling

Rather, sales is about a simple idea that results in selling.  We can illustrate this concept with the following equation (the arrow indicates “yields” or “results in”):

sales = _________ → selling

So what do we put in the blank that results in selling?  Getting to know your client.  That’s the secret that all great salesmen and saleswomen understand and apply.  Represented symbolically, the equation becomes:

sales = getting to know your client → selling

So if sales equals getting to know your client, everything we apply to the field of sales can be applied to getting to know your client.  We say this because there are eight generally-agreed-upon components to every successful sale:

  • Rapport
  • Need
  • Value
  • Desire
  • Objections
  • Closing
  • Follow-up

Getting to know your client, then, involves these same eight components.

picture1

We can represent this concept as the following equation:

 

screen-shot-2016-10-25-at-9-33-48-pm

 

At any given time, sales equals rapport which yields selling.  Or sales equals desire which yields selling.  Or sales equals follow-up which yields selling.

picture2

 

And even though follow-up is the final step in the process, it could (and should) be thought of as permeating every aspect of the sales process from the initial contact to the first meeting to the closing sale and beyond.  Follow-up is the glue that holds everything together—it’s the communication that facilitates getting to know your client; it’s what makes a sale successful.  Continuing with the formula illustration, we can write:

screen-shot-2016-10-25-at-9-35-05-pm

So now that we’ve established a working formula for every successful sale, let’s discuss how you can make it happen.

 

Technology

That’s right, the simple way you can make the above formula flow smoothly is through technology.  More specifically, we’re talking about cloud-based solutions that incorporate predictive sales enablement, real-time data aggregation, a wide-field view of information sources, productivity tools, and much, much more.

screen-shot-2016-10-25-at-9-25-33-pm

Apps like Veloxy are a prime example.  Veloxy can take information from a wide range of sources like social media, CRM software, emails, task lists, calendars, team information, and geo-location.  It can then compile this information in a simple-to-understand way and provide predictive suggestions on what to do and when.  Essentially, it’s an administrative assistant for your phone or tablet focused specifically on helping you follow up with everyone in your sales pipeline and keeping your apprised of what’s going on with your clients and team members.

So take advantage of all that technology has to offer, and you’ll be taming the sales equation in no time.

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