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
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What's That Causing for You?
KD: Anytime someone tells you what they want, you have to restate it as what's lacking. This is not just in disco. This is my framework for prospecting emails for the phone call that we're making in call. And if I know these things, it changes how I do my message. KD: One area that I've seen this go awry is when the prospect jumps immediately from that bucket question to a solution.
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