Introducing the PTV Method™
Introduction: The foundation of sales success hinges on quickly understanding customer needs and their propensity to purchase. However, modern sales methodologies leave sales people conducting messy discovery calls without techniques or structure to hopefully uncover the root of this juncture. This stabbing in the dark blindfolded scenario has lead new and seasoned sales people alike to experience unpredictable, inconsistent sales pipelines, completely miss opportunities, and waste huge amounts of time on the wrong customer. This document I created introduces the PTV Method™, a streamlined approach designed to quickly uncover pain points, quantify and prioritize them, and demonstrate the inherent value proposition based on the pain.
Problem: Most elementary sales organizations start off discovery calls telling the prospect about the company and the products they sell and then land on feature vomiting all over the place. Furthermore, current sales methodologies are too high level and lead to disjointed discovery conversations where qualifying questions if asked too soon, leaves the prospect feeling uncomfortable providing too much information before quantifying the prospects need as it relates to all of the org’s pain. Even in well established sales methodologies, features are presented prematurely, and qualifying questions become a scattered exercise that jeopardizes trust. This often results in lost focus and a struggle to identify clear reasons for continued engagement. Specifically MEDDIC, and all its variations, are more focused for the entire sales process and don’t drill down far enough into the first discovery call itself, which is the most important engagement.
Foundational Research: Drawing on my own 16 years of sales experience selling products like Palo Alto, Watchguard, Zscaler, Crowdstrike, Picus Security, Microsoft, Okta to Global 2000 companies, I have over 150,000 cold calls and 2500+ discovery calls under my belt.
the PTV Method™ was constructed to simplify established sales principles like MEDDIC, Challenger Sales, and others in a revolutionary new way and surpass their ability to qualify prospects because qualifying is the most important step and it can and should be easy!
The PTV Method™ addresses the problem by establishing a clear, easy sequence for the discovery conversation to get to the underlying issues and is broken into three key stages:
- Pain: Actively uncover and explore the prospect’s pain and challenges. I will expand on how this is done utilizing keywords like anchors and gears as well as other psychological techniques in my book.
- Transition: With one magical six-word question we can prompt the prospect to quantify the cost and impact of their current situation and amongst all of their other priorities and internal initiatives. Once they have solidified this, the conversation will transition from talking about pain to talking about the value of your product. I’ll reveal this magical question in my book.
- Value: Seamlessly shift the conversation to showcase which of your products offer a solution that directly addresses their pain points and mitigates the consequences of inaction.
Outcomes: By streamlining the discovery call, the PTV Method™ empowers salespeople to:
- Build stronger connections faster with prospects through focused conversations,
- Reduce countless cold calls, emails, and meetings with customers that aren’t going to buy,
- Enhance confidence for new sales people through a clear and repeatable simplified framework,
- Accelerate pipeline growth by efficiently identifying qualified leads and move them along faster,
- Using this method in just 13 months, I closed $4M, landing my company as the #1 fastest growing MSSP in America on the INC5000 list and my first Cloud Sales Coach customer just closed a $4M deal attributing it to the PTV Method.
Next Steps: I will be releasing this book in 2025, The PTV Method™ to provide the sales world with a simplified, structured approach to discovery calls, leading to more productive conversations, improved customer understanding, and ultimately, helping you Elevate Your Sales™.
Email me now at [email protected] to setup your free consult and get an invitation to purchase the first copy of my upcoming book.
V/R,
Jonathan Pierce, MBA
CEO of Cloud Sales Coach
Copyright 2023 Jonathan Pierce, MBA
