3Ps & THE SELLING CONCEPT TEAM MEETING 11th Sept, 2017

3 P’s OF SELLING PASSION PRIDE PERSEVERANCE Before we hit the roads as sales professionals, it’s important to run a quick check of our attitude towards selling: This can be viewed in the 3 P’s of Selling: PASSION PRIDE PERSEVERANCE

Quote for the week - PASSION

PASSION There has to be passion for your work as a sales professional; this is what drives you every day and what nobody can stop you from doing. There is the need to be passionate about your products and services and clients Be passionate about selling: that’s what we are here for! We love what we do, and that’s why we’re good at it

Quote for the week - PRIDE

PRIDE Be proud of what you’re doing and what you have to offer Selling is not some “means to an end job” – after all it’s what brings in your company’s money It’s our pride which earns us not only self-respect but the respect of our clients

Quote for the week - PERSEVERANCE

PERSEVERANCE Perseverance is where the salesperson hear the work “no” and keeps continuing the objective undeterred When you persevere, you continue to pursue your dream clients for years never failing to nurture the relationship, even when there is no indication that the prospect will give an opportunity This perseverance continues even after the deal has been won. Customers value this because they believe that the salesperson will help them achieve the outcome that have been promised

SKILLS TO SUCCEED IN SALES SOLUTION FOCUSED E ETHICAL L LEARNER L LISTENER I INDUSTRIOUS N NEIGHBOURLY G GOAL-ORIENTED

SOLUTION FOCUSED Offering the customers solutions to their problems by selling the right product/plan/policy “It’s been tried before and people attest to it” – Offer testimonies of those who have bought this and are attesting to it

ETHICAL We must hold ourselves to the highest ethical standards to earn the trust of customers. This means being honest and fair and observing the ethics of the business and respect for customers

LEARNER Successful sales person are life-long learners. Always learning about the industry best practices, market trends and customer needs. Always improving their communication, negotiation and presentation skills

LISTENER People who are great at sales are great listeners. “I don’t think I can make it in sales”. I’m not a good talker. Do more listening: The 80-20 rule:

INDUSTRIOUS You will always at one point in time meet objections, obstacles to closing your sales But it will take these attributes to win: Hardworking, Diligent, Never quit, Never surrender, Persistence

NEIGHBOURLY Salespersons usually contact customers for 2 main reasons: To try to close the sale To try to chase their payments Above all salespersons must demonstrate these attributes in the long-life customer journey: Friendliness, Thoughtfulness, Helpful, Encouraging, Supportive

GOAL-ORIENTED Focusing on our numbers, targets, KPIs, objectives. Best salespersons never lose sight on the numbers. They know the year end targets and year to date actuals. To achieve their goals, they break this down yearly, quarterly, monthly, daily, hourly, etc

Discussion Forum and Ways of Improvement Which is your strongest and weakest sales asset? What are some of the other selling assets needed in sales?

CONCLUSION Keep yourself cheerful and goal-oriented. Sales success is 80% ATTITUDE and 20% APTITUDE BRIAN TRACY