Course Overview

This practical course introduces the PPP Framework – Purpose, Process, Payoff – a simple, powerful way to start every sales interaction with clarity and impact. You’ll learn how to use PPP to frame:

  • Phone calls with new prospects

  • Face‑to‑face meetings

  • New‑business “seek and gain” activities

  • Conversations with existing clients you want to retain and grow

Advantages for the Modern Sales Professional

Today’s buyers are informed, time‑poor, and expect strategic conversations – not generic pitches. The modern sales person needs tools that:

  • Cut through noise quickly

  • Demonstrate relevance from the first 30 seconds

  • Support insight‑driven, advisory‑style selling

What You’ll Learn

By the end of this course, you will be able to:

Explain the PPP model and why it transforms early‑stage conversations • Craft clear, confident PPP openings for phone and in‑person meetings • Answer the three questions every customer is silently asking: • Why am I here? • How long will this take? • What’s in it for me? • Use PPP to connect one interaction to the next (call → meeting → follow‑up). • Adapt PPP for: • Existing clients (retain and grow) • New clients (seek and gain). • Avoid common mistakes like sounding scripted, apologetic, or product‑led too early.
Start the course

Course curriculum

    1. Why PPP Matters

      FREE PREVIEW

    2. The PPP Framework

    1. PPP Explained

    1. Openings

    2. Using PPP in Different Situations

    3. The Psychology Behind PPP

    4. Linking Conversations with PPP

    5. Avoiding Common PPP Mistakes

    6. PPP and the AI‑Augmented Sales Professional

    7. Capability Lens for PPP Adoption

    8. From Theory To Practice

    9. PPP Meeting Prep for a New Client

    10. ChatGPT Prompt for PPP Meeting Preparation

    11. QUIZ

About this course

  • $25.00
  • 14 lessons

Ready to move from just another Salesperson?

Start off on the right foot - every time!

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Key Benefits

  • Immediate clarity

    Everyone knows why you’re there, what will happen, and what they’ll get out of it.

  • Reduced resistance

    When customers see the plan and payoff, their guard comes down and they lean into the conversation.

  • More Control

    You set a shared structure from the first sentence, instead of chasing the conversation.

  • Stronger Trust

    You show respect for their time and intelligence, which positions you as a partner, not a pusher.

  • Better Outcomes

    Clear openings lead to better questions, better information, and better next steps.

If your calendar is full of calls and meetings that “go nowhere,” this course gives you a repeatable way to start them so they go somewhere that matters.

Instructor

The Sales Scientist from Strategy Shift

Sales Scientist, Senior Facilitator & Coach Mike Boyle

Mike Boyle is the founder and CEO of Strategy Shift and a recognised Sales Scientist who has spent over twenty‑five years helping businesses, leaders and teams reach their full potential. Sales and sales management are in his DNA, and he is known for creating practical, evidence‑based shifts that translate into real pipeline, margin and growth. Mike’s reputation as a Sales Scientist comes from his ability to combine real‑world sales experience with structured diagnostic tools, robust process design and data‑driven coaching. He brings deep experience in working with leaders and teams, using facilitation excellence to draw out strategic direction, align stakeholders and build cultures that support high performance. At Strategy Shift, Mike leads the design and delivery of the Learning Lab, where every course reflects his belief in lifelong learning, practical experimentation and continuous improvement. Whether you are an emerging sales professional or an experienced leader, Mike’s programs challenge your thinking, sharpen your skills and equip you to thrive in an AI‑accelerated world.