Rule of three

    For a long time as a consultant, who has done a fair but of sales training in a B2B environment, I have fallen back on a foundation proposition made up of three parts.

    When planning a sales strategy to sell a product that is not a cheap disposable commodity (like paper clips)to a customer, you can only really do three things:

  1. Assist the customer increase his sales
  2. Assist the customer reduce his costs
  3. Assist the customer increase the productivity of his assets.
  4. If the product you are selling does not address at least one of these three  parameters, why would someone buy from you?

    Recently, undertaking an improvement exercise for a manufacturing client, it became clear the same three questions can be applied to any improvement process, not just sales.

    If any activity, policy, assumption, or behavioral norm does not contribute to at least one of these three outcomes for your organization  why are you still doing it? “How does that contribute to…..?” becomes a very powerful question.

About strategyaudit

StrategyAudit is a boutique strategy and marketing consultancy concentrating on the challenges of the medium sized manufacturing businesses that make up the backbone of our economy. The particular focus is on their strategic and marketing development. as well as the business and operational efficiency improvements necessary for day to day commercial survival. We not only give advice, we go down "into the weeds" to ensure and enable implementation.
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