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
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🎁 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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So that's all of the problems of the impact of it or whatever. So generally from there, it's like, okay, assuming we could solve that. Now notice the seeding that we're doing there, right? So assuming we could solve that, I'm not telling you we can. I'm not saying, oh, we're going to fix it, which is a lot of reps do. Based on what I heard, like we can solve all this for you. “Okay, well, assuming we could solve that for you, what would that look like for you?” What if you didn't have to chase those things down? What would you do? How would you leverage that time? What would that allow you to do? What would change if? It's still one of my favorite discovery questions. So assuming we could solve this, what would change if you could do these things? You didn't have to chase down. What would change if we were collecting all those things? Tell me a little bit more about that.
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
everything that comes next is to help you get what you want you told me you want this yeah i should do this will make my life so much easier that receipt thing like god like i wish i had that say all right love it i just wanted to make sure so the best way to make this happen for you is if “we can get armand on a call to make sure he sees the same way we do how can we make that happen” notice the difference in that question the best way to get this for you and to make your life better is that we can get armand on a call to make sure that he sees it the way that we do when can we make that happen now it's about getting that boss is not about going above the
Number three, best way to make them hold it during a demo is to ask them, all right, who's your problem child? Okay, it's Nick who never actually submits the correct receipts. So let's just pretend that Nick is the one who's submitting a receipt right here. Here's what that looks like. Put the people in the organization into the demo. “And then lastly, number four, once you get ready to set next steps, always set next steps” and multi-thread in their best interest. That sounds like, okay, so the best way to solve this for you is for us to get Jane on board with the way that we see things here. How do we get her involved? Notice, we're not saying the best way for us to close this deal is to get to your boss.