I asked ChatGPT (https://chat.openai.com/chat) to explain the Equation of Sales. Having written a book with that title, I was obviously hoping to see that as the result. However, this is what it told me:

The equation of sales is a mathematical representation of the components that contribute to sales success. The basic equation for sales is:

Sales = Quantity x Price

This is obviously a very simple expression of the way that the value of a sale is calculated. However, it does nothing to tell you about the required behaviour of the sales person.

So, I asked it a second question, which was “What are the three most important things for a sales person to do?”

The response was more valuable. It was:

Understanding the customer: A sales person should take the time to understand the customer's needs, preferences, pain points, and decision-making process. This helps in tailoring the sales pitch and offering relevant solutions.
Building rapport: Building a strong relationship with the customer by demonstrating empathy, active listening, and a genuine interest in their needs can create trust and make the customer more receptive to your sales pitch.
Effective communication: Being able to clearly and effectively communicate the value of your product or service, as well as handle objections and negotiate, are crucial skills for a salesperson to possess. The ability to articulate your message in a compelling way can make the difference between closing a deal or losing it.

I could easily summarise those as Needs, Trust and Value, ie the Equation of Sales.

So, just as in any sales situation, asking the right question is critical to getting the best answer.