Podcast episode
Getting prospects to agree to their problem with killer discovery (Kevin “KD” Dorsey, VP Sales @ PatientPop)
30 Minutes to President's Club17 Jun 202026 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Kevin “KD” Dorsey teaches us to get prospects to admit to their problems without asking unnatural, off-putting questions. Killer questioning tactics while still sounding human. Four Actionable Takeaways: Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice. Use a slight downtone when hearing the response to get prospects to lean in Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having Use “I think this might make sense” before coming in hot with your value prop KD’s Path to President’s Club VP of Inside Sales @ PatientPop Head of Sales Development & Enablement @ ServiceTitan InsideSales Top 10 Sales Leader + Sales Development Executive of the Year RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Let's get into this thing. Awesome, guys. Killer episode for disco and for cold calling. Three, two, one, roll it. KD, welcome to the show. Every single show starts with three tactical, actionable tips. Let's get your three. What's number one? Number one is you've actually got to talk to more customers. You have to talk to more customers, not prospects. “So every rep that I have, we do this onboard, and you have to talk to customers, ask them” a bunch of questions. I'm going to give you three real quick. Why did you buy the product? How would you describe what this product does for you, and what were you afraid of before buying? You'll learn a lot on how to do better scripting if you answer those three questions. What's number two?
How do you turn the corner once you've asked one, two, three, four problem questions? Because eventually it's going to be like, well, dude, you're just making me sit here and wallow. How do you transition to the next piece of the call? Is it a pitch? Is it trying to identify why that's happening? What does that look like? “So on a cold call, you only need two problem-based” questions. Like you really do, because all you're trying to build is enough curiosity on why they should show up to a discovery or show up to a demo. Right. But the formula is very similar. And this is what I teach to my reps. It starts with, I think this might make sense.
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