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

Aug 10, 2022

32:22

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Highlights

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Episode notes

Introduction

4min

Don't Stop Reaching Out to More Than One or Two People in an Organization

5min

What's Going on in the World of VPS Sales?

5min

What's the Next Step?

2min

What Are You Doing Differently in a Discovery Call?

3min

Why Do You Have to Do This Now Instead of Waiting?

6min

How Do You Build Connection, Demonstrate Credibility and Show Empathy?

4min

Gong.io's 11 Hyper Persuasive Sales Emails

2min

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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.

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