Hello! Welcome back. Nice to see you again. So, this Academy module – the 5 Ps – my question to you: are excellent sales people born or made? What do you think? Well, in my view, it’s a little bit of both. Some of it is inside us already. But the other bits, well, this is where this Academy course is designed to help you – specifically with customer facing meetings. I wish you every success, I hope you enjoy the module, and I look forward to meeting up with all of you again very soon. Bye bye!

These are our 5Ps – Personality, Passion, Preparation, Presentation Skills, and Professionalism.
All 5 Ps are powerful ways to build trust, which is a good goal for any meeting. The 5 Ps are strongly connected with the NCAB values – Quality first, Strong relationships and Full responsibility.
First, I want to talk about Personality.

We can do a lot of things in NCAB, but we cannot change your personality. You are who you are. We don’t even want to change it, you are already a very nice person. But there are two things that all salespeople need to be good at, whether it comes naturally to them or not. I’m talking about smiling and asking questions.

This is a Chinese proverb, full of ancient wisdom:
“A man without a smiling face should not open a shop”.
What do we really mean by that? Well, when you break it down, it’s true; people buy from happy people. So, no matter how grumpy you feel that day, if you want to sell something, you should smile. Practice when commuting to work! You will make new friends!

And then it’s asking questions. There are two reasons for this:

1. You will learn things about the customers and their business – you might be surprised how much.
2. You show interest in the customer’s situation – that’s a friendly thing to do and it builds trust.

So, even if it’s not in your personality to be curious, to ask questions, it’s an important skill in sales. Being interesting is overrated but being interested is underrated. Be interested! Practice! Practice at home, you’ll might pleasantly surprise your family.

People buy from you – you as a person. Buying from a trusted brand such as NCAB comes second, and then, the product that we produce, PCBs. So be that person that they want to buy from.

The most successful sales people, whether a barista in a coffee bar, a waiter in a restaurant or in our complex world of PCBs are happy, friendly and interested people.