Podcast episode
The #1 Mistake Reps Make When Moving from Disco to Demo | Kevin "KD" Dorsey
30 Minutes to President's Club25 Mar 202537 min
Description
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- FOUR ACTIONABLE TAKEAWAYS Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant. Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to. Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems. Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?” KD'S PATH TO PRESIDENT’S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read: Join our weekly newsletter Steal: Templates, drips, scripts 30MPC Training: 30mpc.com/training
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“I also too, I think a lot of reps ask too many questions in discovery, which I know I think I talked about on the last episode of it where it's like, keep some of your powder.”
So I always want to go first and I will name drop because to me shows fear. It shows like I'm afraid that, oh, if I say them, they're going to go look for them. No. Like, and I hope that they do like go look, because you're about to have the best experience you've had with them. Seller with me i don't care well it's no different than the way that in the beginning of the discovery “call you are offering the options of the problems that you think they're dealing with because” they're either going to confirm yep we're dealing with those two over there or they're going to correct you and say it's actually not that it's this you also look better than being like so uh what are your top pain points right like what is your biggest challenge right now the classic what
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