30 Minutes to President's Club | No-Nonsense Sales Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey | Ep. 295 (Sell)
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Mar 18, 2025 Kevin Dorsey, a four-time CRO with expertise in sales and leadership, dives into the art of discovery calls. He emphasizes matching your tone to your questions to build trust, as mismatched tones can create skepticism. Dorsey advises against pushing economic impacts too soon and shares a three-step framework for probing problems: identify, uncover effects, and quantify urgency. He also suggests using multiple-choice questions to streamline responses and position yourself as a knowledgeable advisor. Tune in for actionable insights to boost your demo bookings!
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Problem Identification with Bucket Questions
- Identify problems effectively using "bucket questions".
- Present common persona challenges to establish authority and initiate conversation.
Explore the Better Future
- Explore the prospect's desired future state, not just their current pain points.
- Understand both their current struggles and their aspirations to effectively sell.
Sell the Next Step
- Clearly articulate and "sell" the next step in the sales process.
- Explain why the prospect should proceed with a demo, meeting, or other action.