Equation of Sales
Trust * Need * Value = Successful Selling
No sale can happen without all three factors being present and it is the role of the sales person to ensure that they are. Hoolock Consulting works with technology and engineering companies to provide sales consultancy and training focussed on these three elements. Our training is built around the sales process and details the work that is required to build trust, find the need and determine the value for each customer. We tailor all of our consulting and training to the specific needs of our clients and the products and services that they provide.
Before buying anything, the buyer has to trust that the product can do as it claims. In B2B sales, this mostly means trusting the seller. It is unlikely that the seller can provide a 100% guarantee that their product / service will solve the client’s need so the buyer needs to take a leap of faith, which means trusting the seller. If the seller cannot be trusted, then the buyer will not proceed.
No business buys something that they do not believe that they need. Before the seller can sell anything, they need to identify that need and position their product as the solution. If not, then they are wasting their time trying to sell to the buyer. This means that the buyer’s need must be established before the solution is ever presented.
Buyers can derive value in many different ways from a solution but they must derive some value, a return on their investment. While it is easier to measure this in monetary terms, it is not always necessary. What is necessary is that they buyer understands the value they will receive. The seller therefore needs to be able to articulate this as it relates to the buyer’s business.