The difference in competitive advantage between winning and losing a sale is often razor thin. How can you tip the scales in your favor? The answer is the P2P Ratio™. What is the P2P Ratio? Consider a world-class athlete like Simone Biles, recognized as the top gymnast in the world. If Biles executes a world-championship floor routine in 90 seconds, this is her performance time—the numerator in the P2P Ratio. The denominator is preparation time. Biles practiced for many months to make her floor routine flawless. Clearly her preparation time is enormous in proportion to her performance time.
What does this mean to us in the sales profession? Our performance time occurs when we interact directly with a customer. Too often, we rely on our ability to “wing it” in the moment. Instead of improvising, we should focus on preparing in detail, so we can execute with precision during our critical performance time.
Best practices for sales preparation include:
Sales is an easier job when we slow down and do the hard work of preparation before each customer encounter. The investment in raising your P2P Ratio is worth the time and effort; as the most prepared seller will win almost every time.
So, if you want to grow your sales, expand your P2P Ratio. You can see an example of the P2P Ratio here.
To learn more, you can reach Tim O’Connor at timo@uptrendpartners.com. Connect with him on LinkedIn.
Today’s post is by Tim O’Connor, president of Uptrend Partners.
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