Podcast episode

Hall of Fame: Kevin "KD" Dorsey

30 Minutes to President's Club10 Jun 202428 min

Description

FOUR ACTIONABLE TAKEAWAYS PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business. Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions. When someone tells you what they want, restate it as a pain point. Turn solutions into problems. The transition between discovery and demo is the perfect time for “might make sense”. PATH TO PRESIDENT’S CLUB 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 Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training

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You need to make sure you map that completely out for the entire sales process. Beautiful, what's number two? The number two is CTD. And if y'all can tell, I really like acronyms because it makes it easy for me to remember, but also easy for my teams to remember. The CTD stands for connect the dots. So once you've found these things out, “you have to connect the dots back to your product.” Each and everything that you are talking about with your product, you have to connect it back to one of those pain points. You have to connect it back to one of those impacts. So you see it all the time. Everyone preaches disco, disco, disco, which is actually interesting. Very few people are talking about, well, then how do you actually run a demo? I mean, how do you actually, all right, I did all this disco.
In Problem and outcome framing

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