#124 - Leveling with your buyer and setting clear expectations using PPO (Doug Landis, Growth Partner @ Emergence Capital)
Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect.
30 Minutes to President's Club | No-Nonsense Sales
August 10, 202232m 22s
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Show Notes
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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