The Three P’s

If you want to succeed, embrace the three P’s.

Preparation. Customers can figure out immediately whether a salesperson is prepared or just winging it. The more you know your product and industry, and the more you have prepared for a sales call, the more confident you will be. And your prospect will sense it.

Persistence. It’s estimated that 10 percent of the salespeople make 90 percent of the sales. It’s also estimated that only 10 percent of salespeople make five or more unsuccessful calls to the same prospect. Learn how to handle rejection, don’t give up, and keep in mind that ultimately your prospect will have a need.

Professionalism. Act like a sales professional. That includes appropriate dress, speech, mannerisms, integrity and the way you present yourself. Professionals are honest and keep the best interests of their customers at heart.

Source: James C. Leighty, author of Challenge to Greatness: Secrets of the Master Salesman (Brunswick Pub. Co., 1991).