Yesterday, I ‘did what I do’ to a prospect that wasn’t telling me the truth and I got an appropriate response. I’ll let you know how it turns out, but the process got me thinking about my education and the similarities between the stuff I had to learn to be an engineer (No, not the kind that drives a train. The kind that builds roads, bridges and buildings.) and the stuff that I had to learn to be a salesman.

Example: What are the similarities between a sales call and a chemical reaction?

Example: Can you apply any of Newton’s Laws to the sales process?

Let’s have a new fall series of blog posts that relates your favorite scientific hypothesis, theory or law to the science of sales. Get your geek smart technical friends involved. Send them a link to this post and have them explain the science then apply it to sales.

Let me get this started. Ever meet a salesperson who was full of hot air? Here’s my example.


PV=nRT
Where, P=the pressure of the gas (hot air), V=volume occupied by the gas (office, living room, phone call), n=units of gas, R is a constant, and T is the Temperature. Think about what this means. An aware salesperson can control the pressure that a prospect feels.

If you increase the volume from an office to the golf course, you decrease the pressure.

If you lower the temperature (stop the hot air and have a conversation), you decrease the pressure.

If you reduce the number of units of hot air (n), you decrease the pressure.

If you decrease the volume (by getting in a prospect’s face) and you keep the temperature the same, the pressure MUST go up and your prospect may blow up!

So, whadayathink? Fun? Sick? Wanna play? Wanna comment?

If you want to post about applying your favorite science, write it and send it to me by email. You may uncover the next sales breakthrough! Incidentally, if you know a scientist, engineer, or other-titled, smart, technical person, send this to them. Maybe they’ll be the next guru!