Scientific Selling Prospecting Planning Persistence Passion Positive Outlook Post-Sales Follow-up 6 P’s of Successful Selling 1

Prospecting The race is to ensure you have a constant stream of qualified prospects. Prospecting 2

Planning You will not make it if you neglect the planning of your goals, your schedules, your communication strategies, your personal development and your networking. Planning 3

Persistence Stated bluntly, some people will buy from you out of sympathy or because you wear them down through your persistence. So what if you added that to being able to add real value? Huge success! Persistence 4

Passion You have to believe that you are offering life saving medication to someone who is dying. You are a missionary. You have to know deep down that you are there to help your prospects and clients. Truth be told, people hate salesmen. Cast yourself in the role of seeking to add value. Passion 5

Positive Outlook Modesty is not a sought after characteristic among highly successful value adding agents. You have to believe…... Cast out doubt. Purchasers can sniff out if you are totally sold on what you are offering or if you are just reciting a sales pitch. Visualize successful outcomes continually.. Afform: “Why do I close so many sales?” Positive Outlook 6

Post-Sales Follow-up Dissonance Theory demands that we place great importance on making purchasers feel good about the decision that they have made. Also, recall that existing customers represent your best “prospect” pool. Tap into satisfied customers for referrals to loop back to the start of the cycle. Post- Sales Follow- up 7