« « Mastering the Three Ps of Selling

My Experience in Creating A Prospect Customer

salespersonA few years ago I wandered around Brighton market hoping to find some old vinyl records on behalf of a friend After a short time browsing the stalls I found what I was looking for, a stand specializing in records, posters and memorabilia.

You could say I got lucky. How many markets, boot fairs and the like would have someone selling records? But there was nothing lucky about it. I must confess I’m not a fan of boot fairs and the thoughts of having to spend a Saturday or Sunday morning wandering round a wet field with the waft of sausages and onions doesn’t do it for me. [Read more…]

Mastering the Three Ps of Selling

Selling TechniqueUndoubtedly, closing techniques are important. Nothing is worse than seeing a potential customer buy from the competition when they’ve already been discussing their requirements with you.

That said, there’s much more to selling than just closing techniques. What happens along the road to agreeing the sale is often where any chance of a sale is lost. If you pay enough attention to the three Ps then many of your sales will close by themselves. [Read more…]