The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

On today’s episode of The Sales Evangelist, Donald talks with Greg Nutter about three critical pillars of effective selling. Greg has been a consultant for 17 years and is the author of his book P3 Selling.  Three areas that B2B salespeople need to understand   Problem   Understand the problem, influence the perception of those problems, and message back to those problems about how well their solution addresses it.  Greg sees salespeople constantly talking about the product. Without the context of the problem, a customer wanting to solve any discussion around product features makes no sense.  Businesses don’t buy products, they buy solutions to problems.  How can you identify the problem? Ask questions to your customers.   People   Understand who is impacted by those problems, their perspective, and their decision influence.  Over the last 10 years, we have gone from 3 or 4 people involved in a B2B purchase, to 10 to 15. Try to understand everyone's perspective so that you can message them.  “The race doe