The Quantum definition of selling

You may have written a long list of bullet points but what does it all boil down to? Think about selling as a set of weighing scales with the customer ‘why nots’ on one side and the ‘whys’ on the other. Our job in sales is to tip the balance in our favour.

It may mean the customer has to give things up or take risks so we have to build customer commitment through the sales process to secure a long and effective relationship. Reflecting this our definition of selling is:

Building customer commitment

Art or science. We believe it is a mixture of both. We think it’s about 6-7 in favour of science!


Let’s now explore this further using our keynote case study: The Stationery Company