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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worrying about whether or not your inventory is up to that, right? So it's connecting the dots when you're running the demo, connecting them every feature that you're showing. And if you are showing a feature that you cannot connect back to one of the things you learned, don't show it. It's literally not worth it. Don't even show it. When you're sending the follow-up proposals, connect the dots back. “When you're doing pricing, connect the dots back.” So that's the key of connecting the dots is once you've learned, you're like in your brain, you need to be picturing, how am I weaving this all back together? Beautiful. Round us out, Kevin. What's number three? So to round this out, right, we'll talk about just how to approach an account,
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?”