The Chemistry of Sales



 Is Sales an Art or Science?

That's the first question that comes up in all of our minds. Selling is definitely an Art. But Art is an applied Science. If you ask me, then dressing up well and looking sharp on that product demo web session is an art, after and before that, everything that happens is pure science.

Why is Sales considered to be scientific?

In Chemistry, we all are aware of chemicals being mixed which further results in a chemical reaction resulting in a third chemical altogether or, of course, a big bang!

The same idea is applied in Sales wherein:-

Opportunity is Chem A that enters a flask of Sales and the result is Chem B or a closed-won/ lost opportunity. But, when we talk about the flask of Sales then that's a mystery and varies from org to org.

Let's break down the flask of Sales here.

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As per this image, we can see that an opportunity was poured in the flask of Sales after which meeting 1 took place followed by meeting 2 which then resulted in calls/ emails exchanges between a Salesperson and the stakeholders and then a final discussion call took place which resulted in a win/loss deal.

Further, each meeting has a conversion rate to itself. Logically, if you perform well in each meeting, it will result in a sure shot sale! Let's address each conversion rate with the meeting number. For eg, M1 = CR1.

Now, if we had to calculate the Win Rate of our opportunity, the formulae would look something like this:-

Win Rate = CR1 * CR2 * CR3
Sales Cycle = The days between M1 <> M2 <> M3 <> Won/ lost.

This is the first scientific approach to Sales. Now, magic happens when you lower down the meetings and increase the conversion rate by incrementing your performance in each meeting. I've written another article, which talks about how can you perform well in each one of your meetings. Here's the link.

With this formula, you can actually have a shorter sales cycle and close more deals with limited resources.

I'll be posting more on this topic.

Until then, as always,

Happy Selling! 🙌

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