Set Yourself Up for Success in Closing Through Discovery with Kevin "KD" Dorsey

This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. Too many times calls end the wrong way because we're not thinking about what the buyer is about to go through. If you struggle with closing, you're most likely really struggling with discovery, and this cascades into bad championing and mobilizing prospects. KD also touches on the upfront agreement and how sellers can ask for too much too soon. 

HIGHLIGHT QUOTES

Problems with closing are actually problems with discovery - KD: "Almost every single time I have a rep struggling with closing, they're actually struggling with discovery, and that sets up a bad close and a bad championing and mobilizing."

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