This episode of the Live Better Sell Better Podcast features your host, Kevin "KD" Dorsey. After confirming the problem that your buyer is facing today, now it's time to get down to the WHY. You need to understand the better future that you are trying to create. KD also dives into tactics to create the illusion of choice and unsell early. Not only does this make conversations flow better, steer them in favorable directions, and prime you to make your pitch, but unselling early plants useful seeds of doubt that the status quo is NOT working.

HIGHLIGHT QUOTES

Strategic use of down tones unsells early in the conversation - KD: "Stop confirming, especially in discovery, that they're doing the right things. Remove the good/great/awesome and replace it with oh/ah/wow/oh no/shoot/really/ooh. What you're doing, again, you're planting seeds of doubt into what they're doing right now. That is the key to discovery. A good downtone and a pause, it will pull all sorts of information out of people."

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