134 (Sell): Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)

Feb 15, 2023

27:59

Episode guests

Highlights

AI Chapters

Episode notes

Introduction

2min

Cold Call Tip - Today's Sales Email Tip

4min

Connect the Dots When You're Running a Demo

2min

How to Connect the Dots and Drive Power to Drive Power

4min

What's That Causing for You?

3min

How Deep Are You Going?

5min

Flex Is Not Just Linear, ABCD, EFG

1min

How Does This Compare to What You're Doing Right Now?

3min

The Best Podcast Ever - Part Two

3min

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FOUR ACTIONABLE TAKEAWAYS

PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business.
Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions.
When someone tells you what they want, restate it as a pain point. Turn solutions into problems.
The transition between discovery and demo is the perfect time for “might make sense”.

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