135 (Sell): Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)

Feb 22, 2023

28:19

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Highlights

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Episode notes

Introduction

2min

Today's Selling Tip Is Powered by Accord

6min

The Big No Little Yes

2min

How Do You Transform a Call Structure With Power?

5min

Are You Using the Words ROI When Determining Whether I'm Buying Something?

6min

Is Bad Selling Killing All Deals?

3min

What Are Your Top Four Takeaways From This Episode?

3min

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FOUR ACTIONABLE TAKEAWAYS

After the demo, get a sense of what they liked and use it to justify your ask to power.
Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission.
When you get to power, recap the key problems you found first, then open it up and ask what’s important to them.
Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver.

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