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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 Does This Compare to What You're Doing Right Now?
Nick Gillespie: When you're first approaching a demo, your tone is sort of tentative. It's like, hey, this may be able to solve your problem. And then I think the whole other end of the spectrum where you've got the sales person who's like, this is going to change your world. He says that bravado or maybe even hubris around isn't misplaced for a lot of reasons. Gillespie: How would you implement this with your managers? Well, I'd probably add it to their hormones because I'm building the case as I go.
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