30 Minutes to President's Club | No-Nonsense Sales 134 (Sell): Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
27 snips
Feb 15, 2023 AI Snips
Chapters
Transcript
Episode notes
Differentiate Problem, Pain, Impact
- Problems, pains, and impacts are distinct and must all be discovered for each persona.
- Mapping PPI by user, benefitter, and buyer reveals different motivations and outcomes.
Connect Features Back To Pain
- Connect every feature and claim back to a discovered pain or impact before showing it.
- If you cannot connect a feature to what you learned, do not show it in the demo.
Go Low For Info, Then Up For Influence
- Approach accounts bottom-up: go low for info, middle for insight, high for influence.
- Use user-level intel to craft insights for managers and then influence executives with quantified business impact.