Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)

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1. 3:19

   you, will you, do you have time for 15 minutes for a call? Those are very black and white questions or requests. I suggest you use something a little bit softer for me as the recipient, your prospects as “a recipient using words like, are you open to making an introduction?” Are you open to a five minute conversation? Are you open to something? It's basically suggesting, are you open or are you closed? If you use the wrong words, I'm going to close off using words like, are you open to very powerful? Beautiful. What's number two, Doug?

   In Permission-based introductions

2. 5:28

   Look, in any deal over $10,000, there are at least eight to 10 buyers involved in a buying decision. What's happened over the last three years? Guess what? Executives are getting involved in lower level conversations. So it's a lot of people you could and should be engaged with and talking to in your prospects. Not every meeting has to be with the decision maker. “Doesn't even have to be a meeting.” Don't stop reaching out to more than one or two people in an organization. Additionally, it takes a while for us to respond. We're busy as buyers. And it takes at least eight to 10 touches to get somebody to respond, even if it's just a not right now. Because at the end of the day, if you really think about prospecting, it's about timing and relevance.

   In Engagement before outreach

3. 5:47

   Doesn't even have to be a meeting. Don't stop reaching out to more than one or two people in an organization. Additionally, it takes a while for us to respond. We're busy as buyers. And it takes at least eight to 10 touches to get somebody to respond, even if it's just a not right now. Because at the end of the day, if you really think about prospecting, “it's about timing and relevance.” So if you want to be a professional seller, don't stop yourself short. Don't stop at one or two touches. Don't stop at one or two people in an organization. Keep going, because that account is not dead. So it's actually interesting. I used to work with a salesperson who would spend hours like belaboring over their sign off.

   In Prospecting

4. 9:49

   And now instead of peppering you with bant or medpicking you over the head or asking you a million situational questions, I now wanna display some sort of point of view or some sort of industry expertise. So I've set my agenda. What do I do now? Most of the time people just set the agenda. Here are the things that we're gonna talk about and off we go. “What's often missed is what's the purpose?” Why are we all here? What's the plan, i.e. the agenda and how much time are we gonna spend talking about each area? Or what's the outcome that both you and I want?

   In Pre-meeting value setting

5. 12:45

   Yes, however, I have a purpose to my flow. I'm not doing this just to kind of build the connection or credibility. I'm doing this because I fundamentally want to get down to the brass tacks of understanding your current state or demonstrating that I think I understand, I might understand your current state, and why you might want to change away from that. “I'm not doing that just to buy some time or so we're buddy up and chum it out. I'm not doing that. I'm doing it for a purpose because I want to show you that I've given this some thought. I've done my homework. I think I have a fairly decent idea of what might be going on in your world and why you might have been out on our website searching for information or gone to this webinar, downloaded this white paper.” And the fundamental question that I have for you, the conversation I really want to get to is twofold. Number one, why might you want to change away from what you're currently doing? And number two, our jobs are to help our buyers make a decision. Do you know how hard it is for buyers to make a decision?

   In Account research briefs

6. 25:42

   and you do that through what we've learned from our customers. And then, of course, to show empathy. And we do that by giving some sense of thought about the other person and their world, right? So if you keep reminding yourself of those three things, we need to build connection, “demonstrate credibility, and show empathy. You can do that all day, every day with your prospects,” with every single person that you're tasked to reaching out to. Think about that. What have I done? And after a call, what did I do to build connection, demonstrate credibility, and show empathy? And there are ways in which marketing can do that by sharing stories, or ROI statistics,

   In Social selling

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