The Advanced Selling Podcast The Prospect Experience Revolution: Small Actions, Big Impact
8 snips
Aug 25, 2025 Dive into the revolutionary concept of 'PX 90'—the prospect experience—focusing on how small actions can have a big impact. Discover how personalized follow-ups and strategic introductions can set you apart from the competition. Listen to a fascinating customer service story from Southwest Airlines that highlights the power of positive interactions. Explore the role of AI in enhancing buyer-seller dynamics and the importance of personal touches like handwritten notes. Embrace delegation to empower your sales process and create genuine connections.
AI Snips
Chapters
Transcript
Episode notes
Design The Prospect Experience
- Prospects deserve deliberate experience design before they buy, not just after purchase.
- Treat prospect experience (PX) with the same care as customer experience (CX) to differentiate your sales process.
Southwest Call That Sparked PX Thinking
- Bryan shared a standout customer-service call with Southwest Airlines that exceeded expectations.
- He told the agent to tell her boss she did way more than required and it was one of the best airline service experiences he'd had.
Follow Up With Purpose
- After calls, send thoughtful follow-up that fits the prospect: notes, short videos, or AI-summarized recaps.
- Use AI to generate multiple tailored PX ideas and pick the three that best suit your buyer.