Even the most successful salespeople have to remind themselves about sticking to the fundamentals. When we've had some selling success, it's easy to rest on our laurels and forget the basics that helped drive our numbers in the first place.
This fact is especially true when preparing for sales calls. At Force Management, we embrace an easy concept called "The Three Ps" - Purpose, Process, Payoff. Remembering these three words can help ensure you're structuring a valuable sales conversation that drives the right outcomes.
Senior Director Ray de Avila breaks down how you can use this concept as a way to conduct value-based sales conversations and move your opportunities forward.