Patterson's law of selling

Introduction to the Connor-Davidson Paterson Sales Rule

The Connor-Davidson Paterson Sales Rule, also known as the Paterson Rule, is an important principle in sales. It is named after John C. Paterson, a marketing professor and author in the early 20th century who developed the rule. The Paterson Rule states that sales are proportional to the number of people that are exposed to the product or service (images/sounds/words) that represent the business. The Paterson Rule is important because it describes the relationship between the number of people that are exposed to the product or service and the sales that occur.

Explanation of the Connor-Davidson Paterson Sales Rule

The Paterson Rule states that sales are proportional to the number of people that are exposed to the product or service, meaning that the more people that are exposed to the product or service, the more sales that will occur. This is because the more exposure a product or service has, the more likely people are to notice it and, in turn, purchase it. Additionally, the rule also states that the higher the quality of the product or service, the more sales that will occur. This is because people will be more likely to choose the higher quality product or service, if given the option.

Case Example

One company, ABC Incorporated, is launching a new product in an effort to increase their revenue. After researching the Connor-Davidson Paterson Sales Rule, ABC Incorporated decides that they will use the rule to help them determine how to get the most out of their marketing and sales efforts. As such, ABC Incorporated decides to heavily advertise the product in order to make sure as many people as possible are aware of the product. Additionally, ABC Incorporated also decides to make the product of the highest quality possible in order to attract more consumers. After a few months, ABC Incorporated finds that the number of sales for their new product has increased significantly, proving the effectiveness of the Connor-Davidson Paterson Sales Rule.

Conclusion

The Connor-Davidson Paterson Sales Rule is an important principle in sales as it outlines the relationship between the number of people that are exposed to the product or service and the number of sales that will occur. This rule is useful for businesses as it helps them develop an effective sales and marketing plan. By using this rule, businesses can ensure that their product or service is seen by as many people as possible and is of the highest quality. This will result in more customers and increased sales.

Patterson Selling System (PSS) is a sales approach that has been used since the early 1900s and remains popular today. It is unique because it takes an interpersonal approach to selling, focusing on building relationships with potential customers, understanding their needs, and adapting the sales process accordingly.

The PSS was developed by sales expert Mark Patterson. It is based on 4 core principles: Know the Customer; Probe, Listen, and Learn; Adapt the Pitch; and Close the Sale.

The first step in the PSS is to get to know your customer by asking questions during the sales process and actively listening to their answers. This allows a salesperson to build rapport with the customer and also to better understand their circumstances and purchasing needs.

The second step is to probe, listen, and learn. This involves learning as much as possible about the customer’s needs, preferences, and budget. Again, this is done by actively listening to the customer and asking questions.

The third step is to adapt the pitch. This is where a salesperson tailors their sales pitch based on the customer’s needs.

The final step is to close the sale. This can be done in a variety of ways including offering incentives and discounts, emphasizing the value of the product or service, and highlighting the benefits of buying now as opposed to later.

The PSS has remained popular for a number of reasons. It encourages salespeople to be more personable and treat each customer as an individual. It also enables them to better understand the customer, their needs, and how the product can meet those needs. This leads to more successful sales and more satisfied customers.