How To Set An Agenda In Sales With PPO

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Everyone knows that a good discovery call starts with a tight agenda.?

If you don’t set an agenda, your prospect starts pulling their hair out when you don’t jump into a demo right away or share a poo poo platter of your pricing. And that’s because you haven’t set clear expectations around how you plan to run the meeting.?

But the problem is that many sellers overcomplicate agendas with longwinded acronyms and “typically these calls go one of two ways” nonsense of just explaining in simple damn terms: why are we here, how are we going to spend the time, and how will we know if it’s worth moving forward?

So let’s take a page from multiple-time guest, Doug Landis from Emergence Capital. It’s the most simple agenda formula: Purpose, Plan, and Outcome.

Let’s break it down.

#1 – Purpose

Everyone’s expecting your magical “pitch” upfront. But remember, the goal of a discovery call isn’t to sell them something. It’s often to figure out whether or not there’s a way your product or service can help them…

So set the expectation upfront that this call isn’t about you trying to cram your product down their throat, but to see if it’s even worth spending more time together:

“Before we dive in, here’s the agenda for today. The goal of this call is to get a sense of your priorities around brand awareness and demand gen and see if 30 Minutes to President’s Club can support them or not."

#2 – Plan

Walk through how you plan to run the call to achieve that purpose.

A lot of sellers forget that they clicked request a demo, then they wonder why prospects get upset when you ask them discovery questions instead of showing them your product.?

(If you get pushed to demo early, it’s often because you missed this)

So set the expectation that you need to understand their business so you know what to show them toward the back half of the call.??

“So I’d love to gain more clarity on how you’re approaching those things today and share a bit about where we can help, even if that means we do a 5-minute overview of how it all works toward the end of the call.”

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(including creating your own script on how you’d set the sales agenda)

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