P3 Selling

About the Author

Greg Nutter is an accomplished expert in the field of sales, bringing over three decades of experience to the table. His career encompasses roles such as salesperson, sales trainer, sales leader, consultant, and coach. Throughout his extensive career, Nutter has consistently demonstrated a deep understanding of the complexities and nuances of B2B (business-to-business) sales. His insights are not merely theoretical; they are grounded in practical, real-world experiences that have shaped his approach to sales training and strategy.

Nutter's passion for sales is evident in his writing and teaching. He is committed to helping sales professionals navigate the often daunting landscape of B2B sales. His book, P3 Selling: The Essentials of B2B Sales Success, distills his years of experience into actionable strategies and insights, aiming to provide readers with a comprehensive framework for success. Nutter's writing style is accessible and engaging, making complex concepts easy to understand and apply. He is known for his ability to break down intricate sales processes into manageable steps, offering practical advice that can be implemented immediately.

Main Idea

The central premise of P3 Selling is the introduction of a structured and systematic approach to achieving success in B2B sales. Greg Nutter presents the P3 Selling framework, which is built around three core elements: Problems, People, and Processes. These elements are essential for understanding and navigating the complex dynamics of B2B sales environments. The framework is designed to help sales professionals identify and solve customer problems, engage effectively with all key decision-makers, and manage the entire sales process from start to finish.

By focusing on these three critical areas, Nutter aims to equip sales professionals with the tools and strategies needed to win more deals, secure more referrals, and advance in their careers. The book emphasizes the importance of a proactive and disciplined approach to sales, encouraging professionals to take control of their sales outcomes rather than relying on luck or chance. Nutter's approach is both comprehensive and adaptable, making it suitable for sales professionals at all levels of experience.

Table of Contents

• Introduction
• Define "Selling"
• P1: Problems
• P2: People
• P3: Processes
• P3 Selling Playbook
• The Journey Beyond
• Conclusion

Introduction

The introduction of P3 Selling sets the stage by outlining the challenges and opportunities in B2B sales. Nutter introduces the P3 Selling framework as a solution to the common pitfalls that sales professionals encounter. He emphasizes the need for a consistent and repeatable approach to sales, one that can be applied across various situations and industries. This consistency is crucial for achieving predictable and successful outcomes in the highly competitive field of B2B sales.

Nutter acknowledges that both new and experienced sales professionals can benefit from the P3 Selling framework. For those new to sales, the book offers a practical and straightforward approach that can be implemented immediately. For seasoned professionals, it provides a refresher on key selling principles and strategies that may have been overlooked or forgotten. For sales leaders, the framework offers a comprehensive methodology for managing and leading sales teams, ensuring that all team members are aligned and working towards common goals.

Define "Selling"

In the first main section of the book, Nutter delves into the concept of selling, particularly within the context of B2B transactions. He differentiates between simple sales and complex sales, explaining that B2B sales typically fall into the latter category. Complex sales are characterized by multiple decision-makers, longer sales cycles, and a greater need for tailored solutions. Nutter stresses the importance of understanding these complexities and developing strategies to address them effectively.