Podcast episode
Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)
30 Minutes to President's Club10 Aug 202232 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “why change?” and “why now?”. Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions. Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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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
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. Would you be horribly, utterly opposed to potentially taking a meeting with me to learn more about this? And they would spend so much time wasted on coming up with their CTA that the advice I gave them was like,
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,
what's the outcome of the call going to be? Number two, you got to answer three questions, and you got to answer them in this order. Number one is, why change? Number two is, why now? And then and only then, why us? Number three, after that, after you set that agenda and you go in “that order, you should start with a point of view instead of peppering them with 3,000 qualification” or traditional discovery questions. And then lastly, number four, when you do decide to ask some questions, soften the CTA instead of asking heavy questions by possibly changing to, would you be open to type of questions. Alrighty, Nick, how can people help us out here?