The "Sales Equation" for Those Who Keep Earning: Three Elements

Hello.
This is Morigami from the Forest Publishing editorial department.

Even among those who launch and succeed in business, there are those whohit it big once and then fade away,and those who continue to sell consistently.

Toru Arai, a businessman known for managing multiple companies, including publicly traded ones, and forcontinuously earning an annual income in the hundreds of millions of yen from his own businesses for over 10 years,says,"Businesses that sell using psychological techniques are short-lived, while businesses that sell through systems prosper in the long term.".

Mr. Arai explains specifically and in detail in his new book,that there is a "sales equation" for people who continue to sell consistently,"The 100 Million Yen Annual Income Strategy", rather than being a one-hit wonder. Therefore, we have edited and published a portion of the relevant section here.

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The sales equation is determined by the multiplication of three elements

People who keep earning have one thing in common: they "do not try to sell using techniques."
This is because the act of selling through techniques delivers products even to those who do not originally need them, which leads to complaints and dissatisfaction, causing the business to lose trust and profit.
It is because they know that a system that continues to sell permanently is the greatest asset, rather than temporary sales. The formula for creating sales is very simple.

[Sales Formula]
Sales = (1) Number of customers (number of customers who chose voluntarily) x (2) Price x (3) Number of purchases

Every business is built on just this multiplication of these three factors.
In other words, the reason sales are not growing is always somewhere in here.
Before jumping into new advertising methods or psychological techniques, thoroughly reviewing these three elements is the shortest route to growth.

"Three elements" that make up sales

Let's look at the three elements that make up sales in detail.

(1) Being chosen by customers (number of people)

People who sell using techniques think, "How can I make them buy?"
On the other hand, people who continue to earn 100 million yen think, "How can I be chosen naturally?"
This difference in thinking changes their destiny.
The moment a customer feels they were "made to buy," they will never return.
What is important is to create a state where customers can think for themselves, "I want to buy this."
To do that, you must sincerely convey:
"How this product solves your problem"
"What kind of future awaits after using it"
If you can make them realize that your product "solves problems or makes life more convenient," the number of times you are chosen will naturally increase.

(2) Price

In a word, it is about creating a reason to buy with conviction, rather than just a reason to buy.
Pricing is determined by whether the price is one the customer can accept. In other words, they don't buy not because it is "expensive," but because they "cannot feel the value."
People who continue to earn 100 million yen do not lower their prices; they think thoroughly about providing value that exceeds the price and set a price that customers naturally feel is "worth buying at this price." That is the foundation of the healthiest business.
Providing products at a price that customers can accept is the only way to build trust over the long term.

(3) Number of purchases

"How many times will they buy?" is the basis of a high-profit business born from trust.
One-off products or services that are sold only once are always chasing new customer acquisition, and profits continue to decrease due to rising advertising costs and labor costs.
However, if you can create a system where customers who have bought once will repeat the purchase many times, the business will become more stable as time passes.

Follow-ups after purchase, after-sales service, thank-you messages, etc.—such small accumulations become "accumulated trust."
This is the "invisible asset" that continuously boosts sales.

The more trust accumulates, the higher the repeat rate will be, and sales will grow without relying on advertising. Indeed, trust brings high profits.
In the case of online shopping, if the repeat rate is high, the number of visitors increases, and advertising costs (selling, general and administrative expenses) are reduced, making the business increasingly profitable.

To succeed in business, think more simply and keep executing

If you always keep in mind the three elements introduced this time (number of customers who chose voluntarily, price, and number of purchases), your business will definitely trend upward. There is no need to rely on psychological techniques or clever words.
Provide "what the customer wants," "at a price they can accept," and "with quality they can be satisfied with."
People who can seriously continue doing just this are the ones who will ultimately keep winning.
People who sell using techniques may win in the short term, but they do not last long.
People who sell through systems will keep winning next year and 10 years from now.
What creates that difference is not flashy strategy, but the accumulation of sincerity.

Summary

(1) Businesses that sell using psychological techniques are short-lived, while businesses that sell through systems prosper in the long term.
(2) Sales are the multiplication of "number of customers" x "price" x "number of purchases."
(3) If there is a reason to be chosen, price cuts are unnecessary; value exceeds price, and purchases are made with conviction.
(4) Repeat business is the accumulation of trust, a structure that brings high profits and stability.
(5) Once the system is in place, sales change from something you chase to something that "accumulates."

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What do you think?

The book introduced this time,'The 100 Million Yen Annual Income Strategy', has a major feature.

What this book conveys isnot how to 'earn once,' but how to 'keep earning'.

The book that specifically explains the habit techniques for[Business Thinking], [Money], [Time], and [Human Relationships]that the authors and those around them who continue to earn over 100 million yen a year value,'The 100 Million Yen Annual Income Strategy',is now on sale. If you are interested, please check it out.

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▼New book'The 100 Million Yen Annual Income Strategy' 'Introduction' and 'Table of Contents' are now fully available

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