What is a sale? What are the variables that make a sale happen and what are the key elements that we should focus on in order to influence a sale occurring?

For any individual working in a professional or services based organisation, having a clear understanding of these questions is crucial for individual and collective success. Unfortunately, many individuals don’t have such clarity and as a consequence can neglect their responsibilities as sales generators.

To help overcome this knowledge gap and to begin building sales confidence we want to share the BESPOKE SALES Formula. This formula acts as the foundation for the BESPOKE SALES development program and is explored further in this short video…

While it might look complicated at first glance, the BESPOKE SALES formula is simple and intuitive, once you understand each of the key variables. Let’s explain what each represents so we can see how they integrate for a sale or transaction to occur.

THE KEY VARIABLES

P1 represents the Buyer who has either a Need or a Want (N:W) that has a level of Desire (d) attached to it. P2 represents the Seller who has a Solution (S) that has a level of Value (v) attached to it. When all of these elements come together in equilibrium we have the conditions and variables for a sale or a transaction to occur. In essence a buyer who has a need or want, with a level of desire and a seller who has a solution, with a level of value.

THE KEY ELEMENTS

If we take the BESPOKE SALES Formula one step further we can begin looking for key themes or connections that are important. Doing this we can synthesise three key elements that are significant to the creation of a sale or transaction - Relationships, Discovery and Value. As we develop and expand our sales potential each of these elements has an important and valuable role to play. For any professional in a services based organisation, reflecting on each of these elements and striving to build capability within them is a path to sales effectiveness.

PERSONAL REFLECTION: Does the Formula make sense to you? Is there anything else missing? Which element is your strength? Which element would you need to improve to enhance your sales performance?

For more information on the BESPOKE SALES development program or to have an informal discussion regarding your development goals, please contact: philip@bespokeleaders.com