Podcast episode
Hall of Fame: Kevin “KD” Dorsey
30 Minutes to President's Club24 Jul 202326 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use problem ?’s ending in “so that _____ doesn’t happen.” Then give multiple choice. Use a slight downtone when hearing the response to get prospects to lean in Use bucket questions to get your prospect to agree to 1 of 2 problems they’re having Use “I think this might make sense” before coming in hot with your value prop PATH TO PRESIDENT’S CLUB SVP of Sales and Partnerships at Bench Accounting RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
Okay. Not going to happen. How do you turn the corner? Once you've asked one, two, three, four problem questions, because eventually it's going to be like, well, dude, you're just making me sit here and wallow. How do you transition to the next piece of the call? Is it a pitch? Is it trying to identify why that's happening? What does that look like? So it depends on what call you're on. “So on a cold call, you only need two problem-based questions.” Like, you really do, because all you're trying to build is enough curiosity on why they should show up to a discovery or show up to a demo. Right. But the formula is very similar. And this is what I teach to my reps, is it starts with, I think this might make sense. I think this might make sense.
Once you've asked one, two, three, four problem questions, because eventually it's going to be like, well, dude, you're just making me sit here and wallow. How do you transition to the next piece of the call? Is it a pitch? Is it trying to identify why that's happening? What does that look like? So it depends on what call you're on. So on a cold call, you only need two problem-based questions. “all you're trying to build is enough curiosity on why they should” show up to a discovery or show up to a demo. Right. But the formula is very similar. And this is what I teach to my reps, is it starts with, I think this might make sense. I think this might make sense. And then here's your fill in the blanks.
Right. But the formula is very similar. And this is what I teach to my reps, is it starts with, I think this might make sense. I think this might make sense. And then here's your fill in the blanks. You're struggling with X and with Y, which is leading to Z. “My company solves it by A, B, C.” you. Do you have X time? Blank or blank, right? Because now, right, like, what's the point of the meeting? Did you catch it? What's the point of the meeting? Solve the problem. To see if we can solve the problems that we now clearly know that you have. It's not to learn more. It's not to learn about the product.
sense. Okay. So, we're starting with a pull first, right? Where it's like, all right, like, I'm listening a little bit. Then we put the problem in front of them. This takes away the not interested objection in a big way. Like, you'll always get not interested, but it's really hard to not be interested in your own problems. So, I go, I think this might make sense. Like, “you're dealing with X, which is causing Y, right?” So, we use the podcast example. It was like, so, I mean, you're having to outsource your editing, which is costing you a whole lot of money, and you probably got to send it back a few times. Plus, you got to do a whole different system to do this. Podcast Inc., we solve that.
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