A sales framework called PPO: start by stating your meeting's purpose, outline the process you'll follow, and define what happens next. When prospects know exactly what you're doing and why, they're less likely to ghost after the call.
Hey, if you're tired of being ghosted by prospects after you have an initial meeting, this simple 3-step framework helped me make sure that I was running purposeful meetings with great outcomes that led to the next steps in the sales process. It's PPO. The first P stands for purpose. The next one is process, and the last one is outcome. Every meeting should start off by aligning on the purpose of the meeting, describing the process you're going to take to achieve that purpose, and then ultimately the outcomes that can arise from that. Now, for an example, hey, so the purpose of our meeting today, we're all here to understand if there's an opportunity to meaningfully impact the conversion rates for y'all's website. Now, the way that we typically understand that together is to get a good idea of what you're currently doing, understand your current situation, the tech stack, and what your processes look like today. And also, we want to discuss what it might look like in the future. Now, if we're in alignment there and looks like there's some good potential, most of our clients typically want to have a demo of the product and something that's a little bit more customized to your specific use case. Does that sound like we're on the same page? So remember, purpose, process, outcome. The outcome should take you to the next step in your sales process.
