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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That question establishes authority. It shows that, you know, right, shout out Sam McKenna, shows that, you know, something about their world and it gets the conversation started off the right foot. So that's tip number one. Beautiful. What's number two? Number two is you have to then find out the better future they desire. “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.
you. That is the type of person who's peeking around your deal and might sneak up to kill the deal at the finish line and Align's AI surfaces it before it's too late so you can multithread to them. So that's a full multithreading playbook powered by Align. It's free in the show notes. Round us out. What's number three? Sell the next step. “So you have to sell what you want them to do next.” So if that is a demo, if that is bringing someone else onto a call, if that is reading something, you actually have to sell them on what you want them to do next. And sometimes that requires you to give them a little bit of a tease. There's this huge debate. We'll probably talk about it now. Do you show the product in the disco? Do you not show the product in the discos?
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, you know, they care about revenue growth “Those aren't problems.” 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. The next line is actually one of the most important parts of the bucket question. They all seem to be struggling with. What this allows for
tell me your biggest challenges right now. No, you doesn't work like that. And then we get into the top three problems that that persona deals with. It has to be very, very specific. Again, that's the key to it. And that's why I do the customer interviews. I do a lot of research to “find out what are the top problems for personas.” I know it removes the BS. You can't lie to me. I know these are problems, so let's just air it out. And I've made it a safe way to answer it. That's the key to building a great bucket question. Katie, could you give a couple examples of things that you're selling now, things that you've sold in the past, just so folks can hear a couple examples of what good
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.