The Power of Three Used in Sales Strategy

The Power of Three enhances sales strategies.

The Four P's of marketing strategy have a new rival: The Power of Three. The Power of Three principle suggests that the brain focuses best on three ideas simultaneously. Sales strategies should emphasize three points at a time for maximum effectiveness.

Approach

Ask the prospect three questions. Listen to prospect needs and narrow down to the three most important. Gain agreement on three features that best meet client needs. Regardless of the step in the sales approach, each should contain three main focal points.

Visual Presentation

A PowerPoint slide should contain no more than three different fonts, colors or images. By limiting the number of graphic elements, the prospect gains critical information about your company's strengths without feeling overwhelmed.

Oral Presentation

It's even more important to use the Power of Three when salespeople converse with a prospect over the phone or in person without a visual reference point. If salespeople convey key selling points in threes, the prospect is more likely to listen to the presentation and remember key facts that will aid them in the buying decision.

References

• Psycho Tactics: "Harness the Psychological Power of '3' to Improve Communication"
• Sales Vantage: "Strategic Selling Skills"
• Psycho Tactics: "Harness the Psychological Power of '3' to Improve Communication"