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
110 (Sell): Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
