Many sales system are complicated. They follow a series of steps that the seller and buyer need to take. It’s all very logical in a perfect world.
But the world isn’t perfect.
It’s messy.
Really messy.
These complicated systems end up frustrating prospects and failing to recognize the ebbs and flows of their buying journey.
Instead, you can think about sales as a series of movements – there are three.
One – the movement from Attention to Interest. This is where a prospect sees you and is willing to have a chat and explore a little more.
Two – the movement from Interest to Buy-in. Did they like the chat – or not?
Three – the movement from Buy-in to Ownership. Did the solution offered solve their problem in a way that resonated with them – or not?
These are the movement of PEP:
- Positioning – positioning & prospecting to get a prospect’s interest
- Exploring – exploring if and how you can help a prospect
- Presenting – presenting a solution for the prospect to decide
You’ll learn how to apply these in my upcoming book release – September, 2022