Why did Greg Nutter write “P3 Selling: The Essentials of B2B Sales Success?” What are the key concepts? How can they help B2B sellers be more successful? B2B sales are far different from B2C. So to be effective with B2B sales, you need to do things differently. Greg’s three-step process, when done correctly, can help you improve your sales success. Learn all the specifics in this episode of Negotiations Ninja. 

Outline of This Episode

• [1:49] Learn more about Greg nutter
• [2:32] Why Greg wrote “P3 Selling”
• [3:20] P#1: Problems
• [6:10] Creating awareness of problems 
• [10:32] Tying it back to the need
• [12:46] Problem importance = Impact x Urgency
• [14:29] P#2: People
• [17:23] P#3: Process

Resources & People Mentioned

• P3 Selling: The Essentials of B2B Sales Success
• The JOLT Effect: How High Performers Overcome Customer Indecision

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