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Each and every business day around the world thousands of sales professionals are engaged in the buying/selling process. Yet many of these individuals who increase sales by inoculating their selves against the 3Ps virus. Do you suffer from this virus that prevents you from your goal to increase sales?

Before I share the 3Ps virus with you, think back to your most recent business networking event. You are talking with someone new and are listening to him or her.

• Does this person actively try to learn more about you?
• Does this person tell you everything about himself or herself?
• Does this person immediately tell you everything about his or her products or services?

An exceptional and successful sales professional will be demonstrating active listening skills and truly wanting to know more about you and what you do.

A moderately successful sales person will listen to you, but may try to sneak in what he or she has to offer.

An unsuccessful sales professional will embark on telling you everything about his or her products or services. This is the first P of the 3Pfs virus. Product or Services. You are exposed to the product before a relationship is even established.

Then from the product spewing comes the second P: Price. Now you know how much cheaper this price is than everyone’s else.

Finally, the third P rears its ugly head: Proposal. You now hear Let me send you a quick proposal.

Of course not every business networking event or interaction prompts all of the 3Ps to the surface. However, you will usually hear at least one before you as the potential customer want to hear. And this is the fatal mistake that many in sales continue to make - not knowing if the individual standing across from you is a suspect, prospect, qualified prospects or even center of influence.

When you, as a sales professional, understand your target market, have written marketing and sales plans, and embrace a proven sales process that includes both marketing skills and sales skills, you have inoculated yourself against the 3Ps virus. You will ultimately have greater sales success because you are in control of the sales process.

The 3Ps virus is a direct result of poor planing, poor sales skills and no control of the sales process. Sales professionals who have been infected by this virus are mostly spraying and praying their sales efforts without rhyme or reason.

If you want to improve your sales skills, take the time to inoculate yourself against this lethal virus that can literally cost you thousands of dollars in sales.

Did you know that loyal customers are worth their weight in gold? This free audit looks to how you can build loyal customers.

Looking for other sales coaching tips and advice? Then visit the sales coaching gym.

Leanne Hoagland-Smith, chief customer officer, helps organizations through business training coaching services to return to the purpose of business that being building raving fans while increasing productivity and profitability. With offices in Chicago, Indianapolis and colleagues nationwide, she can help you become the Red Jacket in the Sea of Gray Suits. Call 219.759.5601 to schedule a free business coaching consultation.

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