2. 3Ps & THE SELLING CONCEPT
TEAM MEETING
11th Sept, 2017

3. 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

4. Quote for the week - PASSION

5. 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

6. Quote for the week - PRIDE

7. 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

8. Quote for the week - PERSEVERANCE

9. 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

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

11. 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

12. 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

13. 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

14. 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 rule:

15. 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

16. 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

17. 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

18. 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?

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