The 100% Sales Formula. Check a deal in 30 sec

What makes a sale successful? The answer to this question seems obvious only at first glance. Even experienced salespeople sometimes find themselves in a situation where everything was ‘going according to plan,’ but the deal falls through at the very last moment.

It doesn't matter what you're selling — software, clothing, a ‘smart city’ or complex manufacturing equipment that requires months of multi-level approval. If the customer is not very interested or does not trust you and does not make a final decision, there will be no deal. In dropshipping, where speed, responsiveness to demand, and effective interaction with unfamiliar users are particularly important, Halla Systems Co. Ltd recommends using an accessible tool for assessing the target audience, its intentions, and its solvency — the ‘100% sales formula.’

Sales logic: all or nothing

The ‘100% sales formula’ helps you quickly assess how interested a customer really is and how ready they are to buy. Each parameter in the formula takes a value of either 1 (condition met) or 0 (not met). And if even one factor is zero, the deal will not go through.

S = B × N × D × T × U
(Sale = Budget × Need × Decision-maker × Trust × Urgency)

S (Sale) panmae
B (Budget) yesan ttoneun jibul neungnyeok
N (Need) nijeu ttoneun piryoseong
D (Decision-maker) uisagyeoljeong gwonja

T (Trust) sinroe
U (Urgency) uisagyeoljeong gwonja

B = Budget. Does the customer have the funds?

This may sound obvious, but it is precisely this point that is often overlooked at the beginning of negotiations. The customer may be interested in the product, like it, even agree with it internally — but if they cannot afford to pay for it, everything else becomes meaningless.

In B2B, this most often refers to an allocated budget that is planned in advance and depends on many factors: financial periods, management approval, and the company's current priorities.

N = Need. Does your product solve a real problem for the customer?

A need is not always a conscious pain point, according to managers at Halla Systems Korea. Sometimes a person or company does not fully understand what solution they need — they simply live with a problem they have become accustomed to.

That is why it is important to be able to identify and formulate the need together with the customer. This is especially true when selling innovative or complex products where there is no direct request.

D = Decision-maker. Are you sure you are talking to the person who makes the decisions?

This is one of the trickiest points. You can have a perfect meeting, get lots of approval — and still not close the deal. Why? Because you weren't talking to the right person.

You may be talking to a user, a coordinator, or even a manager, but not to the person who has the authority to say ‘yes’ (or at least ‘let's do it’). Sometimes the real decision-maker is not visible at all — they are somewhere higher up, on the board of directors or in the office next door.

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T = Trust. Does the customer trust you? Your product? Your company?

Trust is a key factor that is difficult to measure but easy to feel. It is built not only on words, but also on behaviour, design, communication style, and transparency of conditions.

Even if the customer is satisfied with the price and characteristics, but still has doubts, they will back out. This is especially true when it comes to expensive, risky, or unfamiliar products.

What influences trust:

the presence of reviews and case studies
a clear return and warranty policy
competent responses in correspondence
honesty (for example, you do not try to impose unnecessary extras)

U = Urgency. Why is it important for the customer to buy right now?

A classic salesperson mistake: everything is fine, but the deal is not closed. The customer ‘thinks,’ ‘coordinates,’ ‘will come back later.’ This means that the formula lacks urgency.

Urgency is the feeling that action must be taken now, a factor related to the customer's internal deadline (budget, quarter, KPI), their pain, or an offer of a benefit or opportunity that would be a shame to miss. Without urgency, any ‘yes’ turns into ‘later.’

The ‘100% sales formula’ in dropshipping: the essence remains, the context changes

Halla Systems company draws your attention to the universality of the formula. For example, in dropshipping, it may seem that a purchase is a matter of chance: you saw an ad, clicked on it, bought it. In fact, the same five factors are at work here.

They just manifest themselves through:

landing page and creative (create Need and Urgency)
price and offer structure (Budget)
social proof and visuals (Trust)
simple order form (Decision — the customer makes the decision)

The ‘100% sales formula’ is not a theory, but a working tool for sales departments, marketers, and business owners. Use it when closing deals in B2B, preparing for meetings, in scripts, when analysing rejections, in dropshipping, as a checklist embedded in marketing.