134 (Sell): Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
30 Minutes to President's Club | No-Nonsense Sales
How to Connect the Dots and Drive Power to Drive Power
KD: I want to talk about how you use that to connect the dots and then how you bring that to power to drive influence in your deal. The first is getting problem agreement, right? And most sales orders, I asked this question, I might have even done it live, Nick on a webinar we were on recently where I asked all the time, what are the three main problems your product solves? Most reps don't actually understand that language, not enough pipeline, wasting time, low revenue,. So the way I teach that is the bucket question.
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