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Is Sales an ART or a SCIENCE? Sales: Is it Art or Is it Science? Posted on June 13th, 2008 by Dave Stein That’s a question I’m often asked about business-to-business selling. I define science (in this application of the word) as the ability and willingness of a person to follow a set of processes in order to carry on the business of day-to-day selling. Examples would be formal planning, the use of checklists, dependence upon research, vigilant qualification, etc. Traditionally, people who demonstrated such behavior have been labeled left-brained. With that in mind, then art (again, as applied to selling) is the ability to excel at such things as interpreting nuances in a customer’s behavior, effectively responding to a question with relevant examples (and diagrams), making decisions based upon gut feel, counting on instinct and acting upon hunches as a critical success factor. That’s typical right-brained behavior. In my experience, and in the opinion of many sales experts I trust, successful business to business sales people depend on 80 to 90% science and only 10 to 20% art.