Podcast episode
Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey | 30MPC Hall of Fame
30 Minutes to President's Club14 May 202633 min
Description
Stop losing deals to "skeptical prospects" and lukewarm discovery calls. Master the art of the B2B sales conversation by aligning your tonality with your intent and asking the right questions to the right stakeholders. In this video, Kevin Dorsey breaks down a high-impact sales discovery framework to help you uncover pain points, quantify impact, and build immediate trust with decision-makers. -- You're one step closer to President's Club! Grab these resources to help you get there: 🏋 30MPC Training: 30mpc.com/training 📈 Take Discovery to the next level: https://www.30mpc.com/course/discovery-course 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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Every place a page here uses this source, in the order the words come in it.
Is it sales manager? Is it VP of sales? Is it CRO? And even that is different by industry, right? The VP of sales at a B2C company has different problems than a VP of sales at an enterprise SaaS company. So the first is the persona has to be specific, right? “And then that's what leads to the problems being specific.” So the one that like Armandis there, right? They care about revenue growth or pipeline. Those aren't problems. That's not what I'm asking about at all. So the structure here is I speak with persona all day and it's specific. So that one line is setting a social proof line. I speak with people like you all day long.
A leading question is like, Nick, you really struggling with pipeline right now? And it's like, it's a leading question, right? We're like, oh, I feel trapped by it. Whereas hey, so I mean a lot of people are struggling with pipeline generation, close rates, connect rates. When you kind of throw them out there, it makes it safe. “So if I really only solve one thing, there's always two other things that personas care” about. Always. You just throw them out there. It just makes it feel like you're doing it. We used to call this the pizza dough tone. I called the pizza dough. Cause you're like, kind of like doing this with your hands, like, you know, this, that or the other. So that's the first part. The second part is if you don't know the problems that you solve for your prospects, like you're in a lot of trouble already.
How do you make sure that there's some back and forth? The more you can get the other person to talk about themselves, the more they like you. It works in selling too. So the first is like actually listening is a gift. Interestingly enough, sounding like you actually care is a gift, right? But what I'm setting up for is like once I know what they care about, “that's what allows me to give a proper give.” If that makes sense. Yeah, they've talked about deliverability or they talk about receipt collection. It's like, we're going to schedule another call so I can go into this deeper, but you are going to love this. Imagine a world where your people get to snap a picture of that receipt and it automatically gets pushed through to the system of that transaction.
questions is not with leading questions, but with questions with leads. So don't just ask, what does this problem cause for you? Ask, so what does this problem cause for you? Is it, is it this, is it this or that? And give them a couple of options with leads so “that they can easily snap onto an answer. And that establishes you as an advisor, as” well as making it easier for your question to be answered. Alrighty, Nick, how can people help us out here? Alright, this is when I have to sell next steps, right? So the next step for you, listener, is, we didn't get into this episode on selling the better future, but next week, that is what we're going to be covering with KD. And if you want to make