30 Minutes to President's Club | No-Nonsense Sales

Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey | Ep. 295 (Sell)

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!

40:39

Episode guests

Kevin KD Dorsey

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Matching your tonality to your questions is crucial for building trust and encouraging honest dialogue during discovery calls.

Finding a balance between discussing current pain points and future aspirations enhances the quality of conversations and leads to successful demos.

Deep dives

Effective Problem Identification

The first key to a successful discovery call is effective problem identification. A recommended technique is using a 'bucket question' to lead conversations, where a seller establishes authority by presenting common issues faced by similar personas. For example, a seller might ask if the prospect experiences difficulties with team follow-through or pipeline updates. By inviting the prospect to reflect on their challenges, sellers create a safe space for discussing problems, thereby enhancing the quality of the discovery process.

Intro

4min

Mastering Meeting Management and Effective Sales Steps

2min

Mastering Tone and Persona in Discovery Calls

4min

Mastering Discovery Calls

21min

Mastering Discovery Calls: The Importance of Tonality and Questioning Techniques

4min

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course.

FOUR ACTIONABLE TAKEAWAYS

Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask.
Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet.
Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency.
Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor.

KD'S PATH TO PRESIDENT’S CLUB

CRO @ Finally
SVP of Sales and Partnerships @ Bench Accounting
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation

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30 Minutes to President's Club | No-Nonsense Sales

Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey | Ep. 295 (Sell)

Episode guests