134 (Sell): Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
134 (Sell): Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
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Download KD's "Did I" Checklist Manifesto
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”.
PATH TO PRESIDENT’S CLUB
Practice Lead, Revenue Leadership @ Winning by Design
VP of Inside Sales @ PatientPop Inc.
Head of Sales Enablement & Development @ ServiceTitan
VP of Sales @ SnackNation
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