P3 Selling: The Essentials of B2B Sales Success

The P3 Selling method takes you, knowledgeably, through all of the steps necessary to sell B2B. This is a realistic plan that takes you far beyond just prospecting and closing deals. It really focuses on everything in between as well!Enough with the telling. Best to ask. What is it you are looking to get from this book? Would solving your B2B sales deficiencies put you in better a place? Does this type of questioning make you a little warm and fuzzy? Then possibly this book is for you.Along with the great sales tools, there is also a lot of general business sense thrown in to keep a sales business running efficiently and profitably.A good book for anyone who wants to solve clients’ problems and offer them opportunities by working with them instead of trying to just get their money.Highly recommend!

A refreshing and comprehensive approach to B2B selling, providing readers with practical strategies rooted in the psychology of decision-making. Unlike outdated methodologies, this book is up-to-date, complete, and devoid of unnecessary complexity and jargon. The author's favorite excerpts highlight the essence of the book, emphasizing the importance of creating awareness, understanding buyer needs, and focusing on problem-solving rather than hard sell tactics. Overall, "P3 Selling" is a valuable resource for B2B sellers seeking greater success and satisfaction in today's complex selling environment.

Selling is a valuable skill, especially in today's B2B world. This book provides numerous helpful suggestions for essential sales principles and the overall perspective of B2B sales. It's a great roadmap without a lot of fluff.

This is a hugely helpful book. It is common sense driven and if you are a common sense fan, you will definitely love reading this book. If you are in sales, grab this as your bible!

Whenever I see a new book on selling, I wonder will this be, yet another complicated process developed by some university researcher that is too complicated to use and not based on real world experience. Or will it be just a bit of tips and tricks without any real foundation.I can tell you that this book is neither. This is a workable sales methodology based on real world experiences. Real world experiences that took me years to learn. I sure wish I had this before my first sales call.The author not only outlines a methodology that is conceptually simple, but he also provides the motivation behind each step by examining the reason why each step/process is required and the impact of failing to either skip or perform them effectively.Having said that, the P3 process is not unapproachable nor is it necessary to implement in one big bite. The author provides some practical approaches to getting started right where you are now.The best advice he gave was to remember that it’s about your prospects problems and how you are better qualified to solve them. It’s not about the product or service you are selling.Finally, you may say that this book is only for those in sales and I’m not. Roughly half my career was on the sales side and the other half as the customer. I highly recommend that which either side of the equation you are on this book provides not only a good repeatable process for selling in complex environments but also what the customer should expect from the sales reps they encounter. I wish more of the salespeople I’ve interacted with had this knowledge.

I always appreciate the art of sales and found this book and its principles easy to grasp and apply even in everyday life. It's likely a book that I would read yearly to keep the knowledge strong since we are basically selling in our normal lives too. Quick read also so it doesn't linger!

Soon into the book I realized that I was not its target market. My sales are simple sales of a non-essential, impulse buy consumer goods, and this book focuses on more complex sales, where explanations and problem solving is more of the focus than motivating consumers or businesses to buy single or bulk consumer goods. That said, the book does a great job in defining complex sales, the unique problems they entail and how to soft sell by convincing your market you are helping them solve a problem. Lot of references and the offer of free material too. Definitely worth your time.

The only reason I give it a four star review is it’s much more advanced than I require. I own a small business. Now if I were in the corporate world ( which I was a few years ago) this would be great. Very detailed instructions. Highly recommend for high pressure sales job.

If you want to be a wealthy top salesperson, buy this book, a highlighter and page markers. Review what you highlight when planning sales calls. Review it again after the call to evaluate how you could have done better.If you are a sales manager, director or business owner and want your salespeople to excel, give them the tools - make this book part of your sales training.I have been in the Enterprise Software industry for decades. In technical, sales support, sales and as part owner of a medium size software sales and service company. If our director of sales had this book as part of our core training maybe medium would have become large and I would be a lot richer.

I used to think of sales as an art (and sometimes a con), but I was mistaken; it is actually a science. With a background in Forensic Psychology, I was particularly interested in the psychological aspects of sales. After reading this book, I came to the realization that a skilled salesperson has the ability to negotiate effectively in any situation.One of the enlightening concepts discussed in the book is the ASR (Ask, Suggest, Recap) cycle in complex sales. It shifts away from the outdated approach of simply telling potential clients about a product or service, which can often drive them away. This approach is especially ineffective with clients who are subject-matter experts and want to maintain their status or perception of expertise. Instead, the book emphasizes the value of asking insightful questions to gain a deep understanding of the client's problems and potentially influence their perception of those problems.The book also stresses the importance of planning and research. It emphasizes the need to conduct research not only on the industry and company you are selling to but also on the decision-making process within that company. It encourages investigating factors such as potential decision influencers and the company's buying cycle. The author asserts that the sales process should align with the buying process, so understanding the company's buying process is crucial.Another key point discussed in the book is the importance of the seller's mindset. It recognizes that successful selling involves not only the mechanics of the sales process but also a deep understanding of the psychological factors at play. The book emphasizes the importance of quantifying problems and understanding their urgency from the buyer's perspective, this includes all decision-makers perspectives.By the end of this book, you come to understand that selling is a scientific endeavor that requires a comprehensive understanding of human psychology and the product or service being offered. I highly recommend this book to anyone pursuing a career in sales.

Excellent book. This is a ready reference guide for any professional who is into B2B salees. The author did an excellent job and shared the insights which really worked. Provided the fact that if one aligns his actions with the framework, he can add value not only to his clients but to his employer as well !

P3 selling is a concise distillation of best practice in Business-to-Business consultative selling. P3's practical steps apply to elite big-corporate sales organizations, and to small business owners with a growing company focused on customer value.Philip Moon – Executive V.P of Channel Enablers (retired)

I’m not in Sales. I am an IT Professional that manages the delivery of technically complex IT Solutions. I am often brought in with Pre-Sales Teams to assist in preparing responses to RFP’s opportunities. Coming up with a winning bid and driving new business in a highly competitive market is extremely challenging. With this in mind, I am constantly on the lookout for better ideas, approaches and methods, to help me get this done. I am interested in anything...articles, books, seminars...that enhances my understanding of the competitive needs and factors that drive potential Clients, not just in the technical solutioning of an opportunity.In my efforts to assist and win new business, I’ve found that choosing what to say and how to say it in Proposals is critically important. In that regard, I was offered this book to read, and happy to say that I found a number of topics that will prove to be exceedingly helpful to my work, such as ... Methods for gaining key insights into Client Decision Makers... How to Approach Problems the Client is trying to solve…and How to master the steps in the Client’s decision making process.I found the way these topics were organized, described and presented to be very helpful!I enthusiastically recommend this read to anyone, in any line of business...