Podcast episode
Part 1: Connecting the dots in your discovery call (Kevin “KD” Dorsey, Sales Leadership Coach)
30 Minutes to President's Club15 Feb 202328 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto 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 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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Go to the next level. What is that pain causing? Okay, we're not making enough dials. So what? What is that causing? What's the result of that? What's the impact of that? What is that preventing? What is that getting in the way of? So you need to know the problem, pain, and impact. And then as I wrap this though, you need to know the problem, “pain, and impact of your product to the different personas.” Because the problem, pain, and impact of a user is different than the problem, pain, and impact of a benefiter, which is different than the problem, pain, and impact of a buyer. 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,
Now, I can start to diagnose. Okay. So, talk to me about, you know, what's causing that? Like, what's prevented you from getting more candidates? Where are things falling off, right? Now, we get to dig into it, okay? Then, we get to impact questions actually the easiest because that's just, so what is that causing? “But the key to all of this, the key is you should have all of this mapped out ahead of time. You should know the top three problems for your personas, the top three pain points that cause those problems, and the top three impacts because then you sound like an expert, right?”
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