Podcast episode
Use This Discovery Call Formula to Get More Demos Booked | Kevin Dorsey
30 Minutes to President's Club18 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 Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn’t match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask. Don’t Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet. Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency. Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor. 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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You cannot just sell on pain. Too often it's like, ooh, find the pain, twist the pain, knife in the pain, salt on. You can't just sell on pain. You actually have to know where they're trying to go as well. And what I see with most reps is they either do one or the other. They try to sell on the future or they try to unsell the now. “You need both.” So you have to flip it after you've done the problem sessions. So what would you want this to look like? What would this allow you to achieve? How would that feel? What would you do with this, right? So you now have to get to the better future side of things once you know the problems of the now. So that's tip number two.
one main use case, it actually makes the other two buckets throwaway buckets. They don't even have to be good, right? What it does is it makes it easy to answer. So like, the science of selling covers this in the book well. It's like the difference between asking a question with leads and asking a leading question. A leading question is like, Nick, “you really struggling with pipeline right now? And it's like, it's a leading question, right?” You'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've.
one main use case, it actually makes the other two buckets throwaway buckets. They don't even have to be good, right? What it does is it makes it easy to answer. So like, the science of selling covers this in the book well. It's like the difference between asking a question with leads and asking a leading question. A leading question is like, Nick, “you really struggling with pipeline right now? And it's like, it's a leading question, right?” You'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've.
“You can take the same questions and place them within the product presentation as well.”
And they're hoping that the person's like, oh, it's busted, I hate it. But really, you know, if we collect everything at the end of the month, if we don't have it, we hit up the individuals, dah, dah, dah, dah. And what that turns into is actually a reconfirmation process where they're reconfirming what they're doing is right versus that's why I lead with the problem. “What problems am I hoping that they have?” Let me ask if they have them. Because the other reality here too is sellers, if they don't have a problem you solve, there's nothing to sell. There's nothing to sell. That's the point of discovery. You got people in pipelines right now that don't even have problems, but they're in the pipeline somehow. If you can limit the number of how do you do this questions
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