Sales is a technology based on a set of “natural laws.” And like all such natural laws present in the physical universe, the “Natural Laws of Sales” are unvarying. Which of course means that you can count on them being true — always.
- Is the Law of Gravity true just sometimes (if you are on the surface of planet Earth, that is)?
- Does the sun rise in the East and set in the West only occasionally?
- Do we need oxygen to breathe and therefore to stay alive just once in a while?
Well you would probably laugh at the idea that anyone would consider the above points to be anything less than true all of the time. So therefore we call these “Natural Laws” and know with certainty that they apply always.
Consider, however, what would happen to someone who did not know this:
In the case of the Law of Gravity, they might very well walk out of a window expecting to simply stride through the sky. That ignorance of a natural law would probably result in the person’s death (especially if the window they walked through was on an upper floor).
For the sun rising and setting, a person not knowing this natural law would lose the advantage of being able to look at the sun at a certain time and gain the knowledge instantly of exactly what direction they were facing. Not knowing this law would negatively impact their entire sense of direction.
Thirdly, ignorance of the law regarding the need for oxygen could put one’s very life at risk if they entered into an alternative environment (such as being under water or at a high altitude in the sky, both conditions where oxygen is scarce).
So it becomes clear that a knowledge of the physical universe’s natural laws is a necessity. And in the world of sales that same principle applies.
There are 29 important Natural Laws of Sales© which I have compiled over my five decades in the world of sales and business development. Simply put these laws govern all sales activities, just as the examples given above govern the environment and the motion of objects on this planet.
When they are followed sales and new business opportunities are closed.
When they are violated or ignored sales and new business opportunities are squandered and lost.
During the various training programs that BCA Management© provides we are consistently asked to help develop solutions for a very wide variety of sales problems and challenges. I can also assure you that these cover a great deal of ground from prospecting, presenting, writing proposals, and closing. The one point that stands out, however, is the fact that the solution for each and every one of these issues is addressed by an effective application of one or more of the 29 Natural Laws of Sales©.
With this in mind we have begun providing regular blogs and newsletters describing these 29 Natural Laws of Sales©. You can find them on the BCA Management© web site where you can also sign up to receive future issues.
I am quite sure that you will enjoy these publications and be able to put them to work for your business right away!