30 Minutes to President's Club | No-Nonsense Sales The #1 Mistake Reps Make When Moving from Disco to Demo | Kevin "KD" Dorsey | Ep. 297 (Sell)
88 snips
Mar 25, 2025 Kevin "KD" Dorsey, a seasoned sales leader with experience in top organizations, shares vital strategies for enhancing sales demos. He emphasizes the importance of connecting demo features to real client problems using the KPIC framework. Dorsey introduces framing techniques like "Assuming We Can..." to lower defenses and encourage engagement. He also advocates for personalizing demos by referencing specific team challenges and highlights multithreading for collaborative success. Tune in for practical tips to transform sales techniques!
AI Snips
Chapters
Transcript
Episode notes
Discover the Better Future
- Discover the prospect's desired better future, not just their problems.
- Ask about their goals and what success looks like after implementing your solution.
Benefit-Laden & Make Them Hold It Questions
- Replace standard checking questions with benefit-laden questions (BLCs) and "make them hold it" questions.
- Get prospects to visualize using your product and articulate its benefits in their own words.
Looping and KPIC
- Constantly loop back to the problems and better future identified during discovery within the demo.
- Connect each feature to their specific pain points and desired outcomes using the KPIC framework.